NEGOTIATION TECHNIQUES

MVE162

Course Type

Elective Course

Course Level

Associate Degree

Year of Study

Semester

ECTS

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.
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

Recommended Optional Programme Components

Course Description

Course Contents

WEEK	TOPICS
1^st Week	The nature of Negotiation
2^nd Week	Cooperation and Competition
3^rd Week	Tactics of Distributive bargaining and Strategy
4^th Week	Tactics of Integrative Negotiation and Strategy
5^th Week	Negotiation Planning and Strategy
6^th Week	Negotiation Breakdowns: Causes and Cures
7^th Week	Communication Processes
8^th Week	Midterm exam
9^th Week	The Persuasion Process
10^th Week	The Social Structure of Negotiation and Individual Difference
11^th Week	Power in Negotiation
12^th Week	Interventions to Negotiation
13^th Week	Ethics in Negotiation
14^th Week	International Negotation
15^th Week	Review

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

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

Language of Instruction

Turkish

Work Placement(s)