| Course Type | Elective Course |
|---|
| Course Level | Bachelor's Degree |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 3 |
|---|
| 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 | |
|---|
| 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. |
|---|
| Course Contents |
| WEEK |
TOPICS |
|
1st Week |
What is the Negotiation and the Types of Negotiation |
|
2nd Week |
Four Key Concepts(BATNA, ZOPA, Reservation Price, Value Creation Through Trades) |
|
3rd Week |
Summary of Do and Don't in Negotiation, Table Tactics, Tactical Questions and Practicalities |
|
4th Week |
Barriers to an Agreement and the Mental Errors |
|
5th Week |
Negotiation Skills and How to Negotiate |
|
6th Week |
What is the Good and Not the Good Negotiator |
|
7th Week |
The Negotiating Process |
|
8th Week |
Midterm |
|
9th Week |
How to Persuade,Instead of Debate,Preperations(Steps to Deal), Concessions and Some Tactics in Negotiation Process |
|
10th Week |
How to Use Body Language in Negotiations, How to Resolve for Deadlocks |
|
11th Week |
Reflections of Power, Team Negotiations |
|
12th Week |
The Role of Time |
|
13th Week |
Building Rapport, Presenting Your Case, Scrutinizing Their Case |
|
14th Week |
International Negotiations, Tricks of Trade |
|
15th 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 |
|
|
|
| Individual or group work |
1 |
10 |
10 |
| Preparation for Final exam |
1 |
20 |
20 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
10 |
10 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
2 |
2 |
| Homework |
|
|
|
| Project |
1 |
4 |
4 |
| Total Work Load | 90 |
| Total Work Load / 30 (h) | 3 |
| ECTS Credit of the Course | 3 |
|
| Language of Instruction | English |
|---|
| Work Placement(s) | No |
|---|
