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