| Course Name | Code | Semester | T+U Hours | Credit | ECTS |
|---|---|---|---|---|---|
| Negotiation Techniques | ISL 439 | 7 | 2 + 0 | 2 | 5 |
| Precondition Courses | |
| Recommended Optional Courses | |
| Course Language | Turkish |
| Course Level | Bachelor's Degree |
| Course Type | Optional |
| Course Coordinator | Dr.Öğr.Üyesi KAZIM MERT |
| Course Lecturers | |
| Course Assistants | Res.Asst.Merve TÜRKMEN |
| Course Category | |
| Course Objective | Help students to gain the necessary skills and capabilities to improve students’ negotiation and communication performance in daily business negotiations and day to day interactions. |
| Course Content | Definition of the concept of negotiation and other relevant concepts, factors influencing negotiation outcomes, negotiation process as well as the topics associated with it, leadership skills, time and meeting management skills and necessary capabilities, and negotions techniques and strategies |
| # | Course Learning Outcomes | Teaching Methods | Assessment Methods |
|---|---|---|---|
| 1 | Differentiates the concept of negotiation from other relevant concepts | Lecture, Question-Answer, Role Playing, | Testing, Homework, Performance Task, |
| 2 | Understands and capable of implementing the fundamental principles of negotiation | Lecture, Discussion, Role Playing, Self Study, | Testing, Homework, Performance Task, |
| 3 | Analyzes the negotiation process and manages it | Lecture, Question-Answer, Motivations to Show, Role Playing, Group Study, Self Study, | Testing, Homework, Performance Task, |
| 4 | Knows and uses the basic communication skills and capabilities | Lecture, Question-Answer, Motivations to Show, Role Playing, Group Study, Self Study, | Testing, Performance Task, |
| 5 | Capable of applying the principles of meeting management | Lecture, Question-Answer, Motivations to Show, Role Playing, Group Study, | Testing, Performance Task, |
| 6 | Shows the skills of time management | Lecture, Question-Answer, Role Playing, | Testing, Performance Task, |
| 7 | Conducts the necessary analysis for negotiation and manages the negotiation process | Lecture, Question-Answer, Motivations to Show, Self Study, | Testing, Homework, Performance Task, |
| Week | Course Topics | Preliminary Preparation |
|---|---|---|
| 1 | The concept of negotiation and relevant concepts | |
| 2 | Negotiaotion process | |
| 3 | Negotiation and conflict management | |
| 4 | Attributes associated with effective negotiators | |
| 5 | Principles of persuasion | |
| 6 | Basic communication skills | |
| 7 | Verbal communication | |
| 8 | Non-verbal communiation | |
| 9 | Mid-term exam | |
| 10 | Meeting management in negotiations | |
| 11 | Time management in negotioations | |
| 12 | Physical arrangements in negotiation process | |
| 13 | Negotiation techniques | |
| 14 | Advanced negotiation techniques |
| Resources | |
|---|---|
| Course Notes | |
| Course Resources | |
| Order | Program Outcomes | Level of Contribution | |||||
|---|---|---|---|---|---|---|---|
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | Gains the required knowledge in production, marketing, management , accounting and finance. | X | |||||
| 2 | Can work in teams and share information with team members in tasks of production, marketing, management, accounting and finance. | X | |||||
| 3 | Identifies and analyzes problems also offers solutions in tasks of production, marketing, management, accounting and finance. | X | |||||
| 4 | Contributes to projects, takes responsibility and conduct researches in tasks of production, marketing, management, accounting and finance. | X | |||||
| 5 | Can define goals and objectives of organization in tasks of production, marketing, management, accounting and finance. | X | |||||
| 6 | Questions the acquired knowledge in tasks of production, marketing, management, accounting and finance. | X | |||||
| 7 | Believes to adapting new situations and meets the requirements of new tasks of production, marketing, management, accounting and finance. | X | |||||
| 8 | Can transfer knowledge and recommendations in tasks of production, marketing, management, accounting and finance via using necessery communication tools and a foreign language effectively . | X | |||||
| 9 | Open to occupational cooperation and sharing in tasks of production, marketing, management, accounting and finance. | X | |||||
| 10 | Can use necessary information systems in tasks of production, marketing, management, accounting and finance. | X | |||||
| 11 | Behaves in accordance with social and occupational ethic values in tasks of production, marketing, management, accounting and finance. | X | |||||
| 12 | Analyses and carries out relations with stake holders in tasks of production, marketing, management, accounting and finance. | X | |||||
| 13 | Follows the innovations and encourages team members in tasks of production, marketing, management, accounting and finance. | X | |||||
| 14 | Questions the position of the organization and offers suggestions in tasks of production, marketing, management, accounting and finance. | X | |||||
| 16 | |||||||
| Evaluation System | |
|---|---|
| Semester Studies | Contribution Rate |
| 1. Ara Sınav | 30 |
| 1. Ödev | 20 |
| 1. Performans Görevi (Uygulama) | 20 |
| 1. Performans Görevi (Seminer) | 30 |
| Total | 100 |
| 1. Yıl İçinin Başarıya | 50 |
| 1. Final | 50 |
| Total | 100 |
| ECTS - Workload Activity | Quantity | Time (Hours) | Total Workload (Hours) |
|---|---|---|---|
| Course Duration (Including the exam week: 16x Total course hours) | 16 | 3 | 48 |
| Hours for off-the-classroom study (Pre-study, practice) | 16 | 2 | 32 |
| Mid-terms | 1 | 10 | 10 |
| Assignment | 1 | 10 | 10 |
| Performance Task (Application) | 1 | 10 | 10 |
| Performance Task (Seminar) | 1 | 10 | 10 |
| Final examination | 1 | 15 | 15 |
| Total Workload | 135 | ||
| Total Workload / 25 (Hours) | 5.4 | ||
| dersAKTSKredisi | 5 | ||