TYPE OF COURSE UNIT	Elective Course
LEVEL OF COURSE UNIT	Master's Degree Without Thesis
YEAR OF STUDY	-
SEMESTER	-
NUMBER OF ECTS CREDITS ALLOCATED	10
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 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
COURSE DEFINITION	In order to achieve desired results in business contracts, right tactics have to be applied during negotiation process. Research shows that managers that do not use strategic negotiation methods act emotionally and therefore firms face with revenue loss. Managers have to know more then some determined persuasion methods to overcome with mutual disagreements and conflict of interests in today?s highly competitive business world. Managers that take this course will learn strategic negotiation models. The course covers bidding strategies, win-win strategies, valuation analysis and mutual trust establishment methods.
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,Case Study
ASSESSMENT METHODS AND CRITERIA	Quantity Percentage(%) Mid-term 1 30 Assignment 1 10 Total(%) 40 Contribution of In-term Studies to Overall Grade(%) 40 Contribution of Final Examination to Overall Grade(%) 60 Total(%) 100
ECTS WORKLOAD	Activities Number Hours Workload Midterm exam 1 1 1 Preparation for Quiz Individual or group work 1 35 35 Preparation for Final exam 1 120 120 Course hours 14 3 42 Preparation for Midterm exam 1 100 100 Laboratory (including preparation) Final exam 1 2 2 Homework Total Workload 300 Total Workload / 30 10 ECTS Credits of the Course 10
LANGUAGE OF INSTRUCTION	Turkish
WORK PLACEMENT(S)	No