Ders Adı Kodu Yarıyıl T+U Saat Kredi AKTS
Negotıatıon Technıques ISL 439 7 2 + 0 2 5
Ön Koşul Dersleri
Önerilen Seçmeli Dersler
Dersin Dili Türkçe
Dersin Seviyesi Lisans
Dersin Türü Seçmeli
Dersin Koordinatörü Dr.Öğr.Üyesi KAZIM MERT
Dersi Verenler
Dersin Yardımcıları Res.Asst.Merve TÜRKMEN
Dersin Kategorisi Diğer
Dersin Amacı 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.
Dersin İçeriği 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
# Ders Öğrenme Çıktıları Öğretim Yöntemleri Ölçme Yöntemleri
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,
Hafta Ders Konuları Ön Hazırlık
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
Kaynaklar
Ders Notu
Ders Kaynakları
Sıra Program Çıktıları Katkı Düzeyi
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
Değerlendirme Sistemi
Yarıyıl Çalışmaları Katkı Oranı
1. Ara Sınav 30
1. Ödev 20
1. Performans Görevi (Uygulama) 20
1. Performans Görevi (Seminer) 30
Toplam 100
1. Yıl İçinin Başarıya 50
1. Final 50
Toplam 100
AKTS - İş Yükü Etkinlik Sayı Süre (Saat) Toplam İş Yükü (Saat)
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
Toplam İş Yükü 135
Toplam İş Yükü / 25 (Saat) 5,4
Dersin AKTS Kredisi 5