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 Our students will have fundamental knowledge in business administration. X
2 Our students will be able to work in teams, and share information with team members in tasks of business administration X
3 Our students will identify and analyse problems to offer solutions in tasks of business administration. X
4 Our students will participate in projects about business administration process and tasks. X
5 Our students will accept responsibility in order to conclude tasks of business administration. X
6 Our students will define ethical problems in work environment and generate solutions. X
7 Our students can transfer their knowledge and suggestions with technology supported tools and written communication skills. X
8 Our students can transfer their knowledge and suggestions by written and verbal communication skills. X
Evaluation System
Semester Studies Contribution Rate
1. Performans Görevi (Seminer) 30
1. Performans Görevi (Uygulama) 20
1. Ödev 20
1. Ara Sınav 30
Total 100
1. Final 50
1. Yıl İçinin Başarıya 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