The objective of this course is to provide the necessary skills (Communication,assertiveness, conflict resolution etc.) required for successful negotiation as well as to introduce the related concepts and techniques.
Prerequisite(s)
-
Corequisite(s)
-
Special Requisite(s)
-
Instructor(s)
Assoc. Prof. Çiğdem Kaya
Course Assistant(s)
Schedule
Tuesday, 13.00-15.00, online
Office Hour(s)
Teaching Methods and Techniques
-Lecturing, cases studies, group and individual exercises, group discussions, role plays
Principle Sources
-Lewicki, R.J., Barry, B., Saunders, D.M., Negotiation , (2010), 6th Edition, McGraw-Hill International Edition,Boston.
Fischer, Roger and Ury, William,(1981) Getting to Yes, Penguin Books, Boston
Other Sources
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Course Schedules
Week
Contents
Learning Methods
1. Week
Negotiation concepts
Lecture, Discussion
2. Week
Negotiation approaches
Lecture, Discussion
3. Week
Communication skills for negoatiating effectively
Lecture, Discussion
4. Week
Information exchange process in negotiations
Lecture, Discussion
5. Week
Systematic Planning in Negotiations
Lecture, Discussion
6. Week
Negoatiation strategies
Lecture, Discussion
7. Week
Negoatiation strategies
Lecture, Discussion
8. Week
Midterm Exam
Exam
9. Week
Negotiating in teams
Lecture, Discussion
10. Week
Negotiating in teams
Lecture, Discussion
11. Week
International negotiations
Lecture, Discussion
12. Week
International negotiations
Lecture, Discussion
13. Week
Situational Tactics
Lecture, Discussion
14. Week
Review
Lecture, Discussion
15. Week
Final exam
Exam
16. Week
Final exam
Exam
17. Week
Final exam
Exam
Assessments
Evaluation tools
Quantity
Weight(%)
Midterm(s)
1
30
Program Outcomes
PO-1
Demonstrates a basic level of understanding in related disciplines (such as economics, sociology, psychology, quantitative sciences, etc.) that form a foundation for business administration, and makes use of and applies them to the field of business.
PO-2
Applies mathematical, scientific and social knowledge to business problems.
PO-3
Demonstrates a basic level of understanding in business functions and management (such as management, production, marketing, accounting, finance, human resources, behavioural sciences, etc.) and interprets the theoretical arguments focusing on interactions between the actors and the cultures in the field.
PO-4
Determines how to use acquired theoretical and practical knowledge and skills related to business in application and field analysis and applies them.
PO-5
Identifies and evaluates the relations in the field of business; describes the problems and presents analytical solutions through modelling and interpreting (critical thinking).
PO-6
Designs a business process in any functional stage that complies with identified objectives.
PO-7
Develops effective business communication skills (written-verbal/formal-informal).
PO-8
Owns effective working skills individually or on a team in business and multidisciplinary fields.
PO-9
Acts with a sense of professional and ethical responsibility.
PO-10
Improves effective verbal and written communication skills in English, and acquires competence in minimum one foreign language.
Learning Outcomes
LO-1
To learn how to use various strategies and tactics of negotiation
LO-2
To disclose information selectively in negotiations
LO-3
To learn how to negotiate by using win-win approach
LO-4
To be able to negotiate with parties from different cultures
LO-5
To develop the interpersonal skills needed in successful negotiations
