| Course Type | Elective Course |
|---|
| Course Level | Master's Degree Without Thesis |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 10 |
|---|
| Name of Lecturer(s) |
- |
| Learning Outcomes |
At the end of this course, the students;
- Will learn negotiation environment, process, and roles.
- Will learn negotiation technics, tactics, strategies, and processes
- Will enhance the capability and knowledge of managing and gaining of targeted benefits.
|
| Mode of Delivery | Face to face |
|---|
| Prerequisites | No |
|---|
| Recommended Optional Programme Components | |
|---|
| Course Description | In order to achieve desired results in business contracts, right tactics have to be applied during negotiation process. Research shows that managers that do not use strategic negotiation methods act emotionally and therefore firms face with revenue loss. Managers have to know more then some determined persuasion methods to overcome with mutual disagreements and conflict of interests in today?s highly competitive business world. Managers that take this course will learn strategic negotiation models. The course covers bidding strategies, win-win strategies, valuation analysis and mutual trust establishment methods. |
|---|
| Course Contents |
| WEEK |
TOPICS |
|
1st Week |
An Introduction to Negotiation |
|
2nd Week |
Negotiation Concept and Tools |
|
3rd Week |
The Essence of Negotiation |
|
4th Week |
Being Strategic |
|
5th Week |
The Process of Negotiation-1 |
|
6th Week |
The Process of Negotiation-2 |
|
7th Week |
Managing a Negotiation |
|
8th Week |
Midterm |
|
9th Week |
Negotiation tactics -1 |
|
10th Week |
Negotiation tactics -2 |
|
11th Week |
Dealing with differences |
|
12th Week |
Exploring Options-1 |
|
13th Week |
Exploring Options-2 |
|
14th Week |
Exploring Options-3 |
|
| Recommended or Required Reading | Fells, Ray (2009) Effective Negotiation From Research To Results, Cambridge University Press Cambridge.
Greene, John O., and Brant Raney Burleson. (2003) Handbook of communication and social interaction skills. Psychology Press.
Mujtaba, B. G. (2007). Cross cultural management and negotiation practices. ILEAD Academy. |
|---|
| Planned Learning Activities and Teaching Methods |
- Lecture
- Discussion
- Case Study
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
30 |
| Assignment |
1 |
10 |
| Total(%) |
|
40 |
| Contribution of In-term Studies to Overall Grade(%) |
|
40 |
| Contribution of Final Examination to Overall Grade(%) |
|
60 |
| Total(%) |
|
100 |
|
| ECTS Allocated Based on Student Workload |
| Activities |
Quantity |
Duration (Hour) |
Total Workload (Hour) |
| Midterm exam |
1 |
1 |
1 |
| Preparation for Quiz |
|
|
|
| Individual or group work |
1 |
35 |
35 |
| Preparation for Final exam |
1 |
120 |
120 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
100 |
100 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
2 |
2 |
| Homework |
|
|
|
| Total Work Load | 300 |
| Total Work Load / 30 (h) | 10 |
| ECTS Credit of the Course | 10 |
|
| Language of Instruction | Turkish |
|---|
| Work Placement(s) | No |
|---|
