NEGOTIATION SKILLS

BUS486

Course Code: BUS486
Semester: -
Theory+Practice: 3 + 0
ECTS: 5

Course Type

Elective Course

Course Level

Bachelor's Degree

Year of Study

Semester

ECTS

Name of Lecturer(s)

Associate Professor Meral Kızrak

Learning Outcomes

At the end of this course, the students;

Learn the contents of negotiation as one of the major communication skills.
Learn and use the negotiation skills as an effective managerial ability.
Learn the critical communication skills in all organizational and inter-organizational processes such as labor-management relations, supplier-firm relations, union-management relations, mergers, acquisitions and all sorts of international business agreements.
Know about international and intercultural conflict resolution and negotiation activities.

Mode of Delivery

Face to face

Prerequisites

Recommended Optional Programme Components

Course Description

In this course, while the instructor teaching theoretical issues, students actively participate in the courses about cases related to these topics by using role-playing, discussion and presentation technics. Thereby students' discussion skills will be improved in cases negotiation is needed. Students who miss more than 30% of total class hours receive an F2 grade.

Course Contents

WEEK	TOPICS
1^st Week	What is the Negotiation and the Types of Negotiation
2^nd Week	Four Key Concepts(BATNA,ZOPA,Reservation Price,Value Creation Through Trades)
3^rd Week	Summary of Do and Don't in Negotiation,Table Tactics,Tactical Questions and Practicalities
4^th Week	Barriers to an Agreement and the Mental Errors
5^th Week	Negotiation Skills and How to Negotiate
6^th Week	What is the Good and Not the Good Negotiator
7^th Week	Midterm
8^th Week	The Negotiating Process
9^th Week	How to Persuade,Instead of Debate,Preperations(Steps to Deal),Concessions and Some Tactics in Negotiation Process
10^th Week	How to Use Body Language in Negotiations,How to Resolve for Deadlocks
11^th Week	Reflections of Power,Team Negotiations
12^th Week	The Role of Time
13^th Week	Building Rapport,Presenting Your Case,Scrutinizing Their Case
14^th Week	International Negotiations,Tricks of Trade

Recommended or Required Reading

1.SAMFRITS LE POOLE.'Never Take No For An Answer',Second Edition.
2.BARROW Colin,BARROW Paul,BROWN Robert.'The Business Plan Workbook',Second Edition.
3.HARVARD BUSINESS ESSENTIALS.'Negotiation.'
4.ROSSITER Tony.'Effective Negotiations(in easy steps).'

Planned Learning Activities and Teaching Methods

Lecture
Discussion
Questions/Answers
Project

Assessment Methods and Criteria

	Quantity	Percentage (%)
Mid-term	1	30
Project	1	30
Total(%)		60
Contribution of In-term Studies to Overall Grade(%)		60
Contribution of Final Examination to Overall Grade(%)		40
Total(%)		100

ECTS Allocated Based on Student Workload

Activities	Quantity	Duration (Hour)	Total Workload (Hour)
Midterm exam	1	2	2
Preparation for Quiz	1	1	1
Individual or group work	14	1	14
Preparation for Final exam	1	50	50
Course hours	14	3	42
Preparation for Midterm exam	1	40	40
Laboratory (including preparation)
Final exam	1	2	2
Homework
Quiz	1	1	1
Total Work Load			152
Total Work Load / 30 (h)			5.06
ECTS Credit of the Course			5

Language of Instruction

English

Work Placement(s)

Programme Qualifications / Learning Outcomes

	LO1	LO2	LO3	LO4
K1	X	X	X
K2
K3			X
K4			X
K5
K6
K7
K8
K9			X
K10
K11
K12
K13				X