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Ders Tanımı

Ders Kodu Yarıyıl T+U Saat Kredi AKTS
NEGOTIATION TECHNIQUES ISL 453 7 2 + 0 2 5
Ön Koşul Dersleri
Önerilen Seçmeli Dersler
Dersin Dili Türkçe
Dersin Seviyesi Lisans
Dersin Türü SECMELI
Dersin Koordinatörü
Dersi Verenler
Dersin Yardımcıları Res.Asst.Merve TÜRKMEN
Dersin Kategorisi
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
Dersin Öğrenme Çıktıları Öğretim Yöntemleri Ölçme Yöntemleri
1 - Differentiates the concept of negotiation from other relevant concepts 1 - 2 - 3 - 4 - A -
2 - Understands and capable of implementing the fundamental principles of negotiation 1 - 2 - 3 - 4 - 6 - A -
3 - Analyzes the negotiation process and manages it 1 - 2 - 3 - 6 - A -
4 - Knows and uses the basic communication skills and capabilities 1 - 2 - 3 - 4 - 6 - A -
5 - Capable of applying the principles of meeting management 1 - 2 - 3 - 4 - 5 - 6 - A -
6 - Shows the skills of time management 1 - 2 - 3 - 4 - A -
7 - Conducts the necessary analysis for negotiation and manages the negotiation process 1 - 2 - 3 - 6 - A -
Öğretim Yöntemleri: 1:Lecture 2:Question-Answer 3:Discussion 4:Drilland Practice 6:Motivations to Show 5:Demonstration
Ölçme Yöntemleri: A:Testing

Ders Akışı

Hafta Konular ÖnHazırlık
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

Döküman Paylaşımı


Dersin Program Çıktılarına Katkısı

No Program Öğrenme Çıktıları KatkıDüzeyi
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
15 Is conscious about universality of right, social justice, quality, saving cultural and environmental values, occupational health and safety in tasks of production, marketing, management, accounting and finance. X

Değerlendirme Sistemi

YARIYIL İÇİ ÇALIŞMALARI SIRA KATKI YÜZDESİ
AraSinav 1 80
KisaSinav 1 10
KisaSinav 2 10
Toplam 100
Yıliçinin Başarıya Oranı 50
Finalin Başarıya Oranı 50
Toplam 100

AKTS - İş Yükü

Etkinlik Sayısı Süresi(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 1 16
Mid-terms 1 10 10
Quiz 2 10 20
Assignment 1 15 15
Performance Task (Laboratory) 1 15 15
Final examination 1 10 10
Toplam İş Yükü 134
Toplam İş Yükü /25(s) 5.36
Dersin AKTS Kredisi 5.36
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