At the end of this course, the students; 1) Learn the contents of negotiation as one of the major communication skills. 2) Learn and use the negotiation skills as an effective managerial ability. 3) 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. 4) Know about international and intercultural conflict resolution and negotiation activities.
MODE OF DELIVERY
Face to face
PRE-REQUISITES OF THE COURSE
No
RECOMMENDED OPTIONAL PROGRAMME COMPONENT
No
COURSE DEFINITION
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 Exam
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
RECOMENDED 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 WORKLOAD
Activities
Number
Hours
Workload
Midterm exam
1
2
2
Preparation for Quiz
1
1
1
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
Quiz
1
1
1
Total Workload
152
Total Workload / 30
5,06
ECTS Credits of the Course
5
LANGUAGE OF INSTRUCTION
English
WORK PLACEMENT(S)
No
KEY LEARNING OUTCOMES (KLO) / MATRIX OF LEARNING OUTCOMES (LO)
