TYPE OF COURSE UNIT	Elective Course
LEVEL OF COURSE UNIT	Bachelor's Degree
YEAR OF STUDY	-
SEMESTER	-
NUMBER OF ECTS CREDITS ALLOCATED	5
NAME OF LECTURER(S)	Associate Professor Selay Ilgaz Sümer Instructor Berk Toyata
LEARNING OUTCOMES OF THE COURSE UNIT	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	Man485 Corporate Communication Skills
COURSE DEFINITION	In this course, while the instructor teaching theoretical issues, students actively participate in course about cases related with these topics by using rol playing, discussion and presentation technics. Thereby students' discussion skills will be improved in cases negotiation is needed.
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 Mid-term examination 9th Week The Persuasion Process 10th Week The Social Structure of Negotiation and Individual Differences 11th Week Power in Negotiation 12th Week Interventions to Negotiation 13th Week Ethics in Negotiation 14th Week International Negotation
RECOMENDED OR REQUIRED READING	Lewicki, R.J., Saunders, D.M. ve Barry, B. (2009). Negotiation: Readings, Exercises and Cases. (6th Edition).
PLANNED LEARNING ACTIVITIES AND TEACHING METHODS	Lecture,Discussion,Presentation
ASSESSMENT METHODS AND CRITERIA	Quantity Percentage(%) Mid-term 1 30 Presentation of Case Study 1 20 Total(%) 50 Contribution of In-term Studies to Overall Grade(%) 50 Contribution of Final Examination to Overall Grade(%) 50 Total(%) 100
ECTS WORKLOAD	Activities Number Hours Workload Midterm exam 1 2 2 Preparation for Quiz 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 1 1 1 Total Workload 151 Total Workload / 30 5,03 ECTS Credits of the Course 5
LANGUAGE OF INSTRUCTION	Turkish
WORK PLACEMENT(S)	No