| Course Type | Elective Course |
|---|
| Course Level | Associate Degree |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 5 |
|---|
| Name of Lecturer(s) |
- |
| Learning Outcomes |
At the end of this course, the students;
- Apprehend the contents of negotiation as one of the major communication skills.
- Learn and uses the negotiation skills as an effective managerial ability.
- Apprehend 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.such as labor - management relations, supplier - firm relations, union - management relations, mergers, acquisitions and all sorts of international business agreements.
- Apprehend possible interventions to negotiation and related concept of etics
- Have knowledge about international and intercultural conflict resolution and negotiation activities.
|
| Mode of Delivery | Face to face |
|---|
| Prerequisites | No |
|---|
| Recommended Optional Programme Components | |
|---|
| Course Description | |
|---|
| 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 |
Communication Processes |
|
8th Week |
Midterm exam |
|
9th Week |
The Persuasion Process |
|
10th Week |
The Social Structure of Negotiation and Individual Difference |
|
11th Week |
Power in Negotiation |
|
12th Week |
Interventions to Negotiation |
|
13th Week |
Ethics in Negotiation |
|
14th Week |
International Negotation |
|
| Recommended or Required Reading | Müzakere Teknikleri: İlke, Süreç, Uygulama, Prof.Dr.Canan Çetin, Yrd.Doç.Dr. Mehmet Lütfi Arslan, BETA Yayınevi, 2014. |
|---|
| Planned Learning Activities and Teaching Methods |
- Lecture
- Discussion
- Questions/Answers
- Problem Solving
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
30 |
| Assignment |
1 |
20 |
| Other |
1 |
10 |
| 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 |
1 |
1 |
| Preparation for Quiz |
|
|
|
| Individual or group work |
14 |
1 |
14 |
| Preparation for Final exam |
1 |
30 |
30 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
20 |
20 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
1 |
1 |
| Homework |
4 |
10 |
40 |
| Total Work Load | 148 |
| Total Work Load / 30 (h) | 4.93 |
| ECTS Credit of the Course | 5 |
|
| Language of Instruction | Turkish |
|---|
| Work Placement(s) | No |
|---|
