| Course Type | Elective Course |
|---|
| Course Level | Bachelor's Degree |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 5 |
|---|
| Name of Lecturer(s) |
|
| 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 | No |
|---|
| Recommended Optional Programme Components | Man485 Corporate Communication Skills |
|---|
| Course Description | In this course, while the instructor teaching theoretical issues, students actively participate in course about cases related with these topics by using rol 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 |
|
1st Week |
The nature of Negotiation |
|
2nd Week |
Cooperation and Competition |
|
3rd Week |
Tactics of Distributive bargaining and Strategy |
|
4th Week |
Tactics of Integrative Negotiation and Strategy |
|
5th Week |
Negotiation Planning and Strategy |
|
6th Week |
Negotiation Breakdowns: Causes and Cures |
|
7th Week |
Midterm |
|
8th Week |
Communication Processes |
|
9th Week |
The Persuasion Process |
|
10th Week |
The Social Structure of Negotiation and Individual Differences |
|
11th Week |
Power in Negotiation |
|
12th Week |
Interventions to Negotiation |
|
13th Week |
Ethics in Negotiation |
|
14th Week |
International Negotation |
|
| Recommended or Required Reading | Lewicki, R.J., Saunders, D.M. ve Barry, B. (2009). Negotiation: Readings, Exercises and Cases. (6th Edition). |
|---|
| Planned Learning Activities and Teaching Methods |
- Lecture
- Discussion
- Presentation
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
30 |
| Presentation of Case Study |
1 |
20 |
| Total(%) |
|
50 |
| Contribution of In-term Studies to Overall Grade(%) |
|
50 |
| Contribution of Final Examination to Overall Grade(%) |
|
50 |
| Total(%) |
|
100 |
|
| ECTS Allocated Based on Student Workload |
| Activities |
Quantity |
Duration (Hour) |
Total Workload (Hour) |
| Midterm exam |
1 |
2 |
2 |
| Preparation for Quiz |
|
|
|
| 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 |
1 |
1 |
1 |
| Total Work Load | 151 |
| Total Work Load / 30 (h) | 5.03 |
| ECTS Credit of the Course | 5 |
|
| Language of Instruction | Turkish |
|---|
| Work Placement(s) | No |
|---|
