TYPE OF COURSE UNIT	Elective Course
LEVEL OF COURSE UNIT	Associate 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) Apprehend the contents of negotiation as one of the major communication skills. 2) Learn and uses the negotiation skills as an effective managerial ability. 3) Apprehend 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.such as labor - management relations, supplier - firm relations, union - management relations, mergers, acquisitions and all sorts of international business agreements. 4) Apprehend possible interventions to negotiation and related concept of etics 5) Have knowledge 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
COURSE DEFINITION
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 Midterm exam 9th Week The Persuasion Process 10th Week The Social Structure of Negotiation and Individual Difference 11th Week Power in Negotiation 12th Week Interventions to Negotiation 13th Week Ethics in Negotiation 14th Week International Negotation 15th Week Final Exam
RECOMENDED OR REQUIRED READING	Müzakere Teknikleri: İlke, Süreç, Uygulama, Prof.Dr.Canan Çetin, Yrd.Doç.Dr. Mehmet Lütfi Arslan, BETA Yayınevi, 2014.
PLANNED LEARNING ACTIVITIES AND TEACHING METHODS	Lecture,Discussion,Questions/Answers,Problem Solving
ASSESSMENT METHODS AND CRITERIA	Quantity Percentage(%) Mid-term 1 30 Assignment 1 20 Other 1 10 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 1 1 Preparation for Quiz Individual or group work 14 1 14 Preparation for Final exam 1 30 30 Course hours 14 3 42 Preparation for Midterm exam 1 20 20 Laboratory (including preparation) Final exam 1 1 1 Homework 4 10 40 Total Workload 148 Total Workload / 30 4,93 ECTS Credits of the Course 5
LANGUAGE OF INSTRUCTION	Turkish
WORK PLACEMENT(S)	No