| 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) | -
|
| LEARNING OUTCOMES OF THE COURSE UNIT |
At the end of this course, the students;
1) Will learn negotiation environment, process, and roles.
2) Will learn negotiation technics, tactics, strategies, and processes a
3) Will enhance the capability and knowledge of managing and gaining of targeted benefits.
|
| MODE OF DELIVERY | Face to face |
| PRE-REQUISITES OF THE COURSE | No |
| RECOMMENDED OPTIONAL PROGRAMME COMPONENT | None |
| COURSE DEFINITION | This course aims to provide consensus between individuals and institutions through negotiation techniques. The aim of the course is to gain the negotiation techniques at the application level. In this context, the following topics are covered during the course.
To know negotiation techniques,
Understanding the negotiations that are being carried out,
To be able to plan and carry out the negotiations of an institution. |
| COURSE CONTENTS | | WEEK | TOPICS |
|---|
| 1st Week | An Introduction to Negotiation | | 2nd Week | Negotiation Concept and Tools | | 3rd Week | The Essence of Negotiation | | 4th Week | Being Strategic | | 5th Week | The Process of Negotiation-1 | | 6th Week | The Process of Negotiation-2 | | 7th Week | Managing a Negotiation | | 8th Week | Midterm | | 9th Week | Negotiation tactics -1 | | 10th Week | Negotiation tactics -2 | | 11th Week | Dealing with differences | | 12th Week | Exploring Options-1 | | 13th Week | Exploring Options-2 | | 14th Week | Exploring Options-3 |
|
| RECOMENDED OR REQUIRED READING | Fells, Ray (2009) Effective Negotiation From Research To Results, Cambridge University Press Cambridge.
Greene, John O., and Brant Raney Burleson. (2003) Handbook of communication and social interaction skills. Psychology Press.
Mujtaba, B. G. (2007). Cross cultural management and negotiation practices. ILEAD Academy.
|
| PLANNED LEARNING ACTIVITIES AND TEACHING METHODS | Lecture,Discussion,Practice,Project |
| ASSESSMENT METHODS AND CRITERIA | | | Quantity | Percentage(%) |
|---|
| Assignment | 1 | 10 | | Quiz | 1 | 10 | | Practice | 1 | 10 | | Project | 1 | 40 | | Total(%) | | 70 | | Contribution of In-term Studies to Overall Grade(%) | | 70 | | Contribution of Final Examination to Overall Grade(%) | | 30 | | Total(%) | | 100 |
|
| ECTS WORKLOAD |
| Activities |
Number |
Hours |
Workload |
| Midterm exam | 1 | 5 | 5 | | Preparation for Quiz | 6 | 2 | 12 | | Individual or group work | 2 | 4 | 8 | | Preparation for Final exam | | | | | Course hours | 14 | 3 | 42 | | Preparation for Midterm exam | | | | | Laboratory (including preparation) | | | | | Final exam | 1 | 10 | 10 | | Homework | 6 | 2 | 12 | | Project | 1 | 65 | 65 | | Meeting with advisor | 3 | 3 | 9 | | Total Workload | | | 163 |
|---|
| Total Workload / 30 | | | 5,43 |
|---|
| ECTS Credits of the Course | | | 5 |
|---|
|
| LANGUAGE OF INSTRUCTION | Turkish |
| WORK PLACEMENT(S) | No |
| | |
