COURSE UNIT TITLE

: NEGOTIATION STRATEGIES AND TECHNIQUES

DEGREE PROGRAMMES

Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS
UAT 4047 NEGOTIATION STRATEGIES AND TECHNIQUES COMPULSORY 3 0 0 4

Offered By

International Trade

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

ASSOCIATE PROFESSOR YILMAZ AKGÜNDÜZ

Offered to

International Trade

Course Objective

The purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. The course is designed to be relevant to a broad spectrum of negotiation problems that are faced by the business managers and the professionals in international context.

Learning Outcomes of the Course Unit

1   Students will be able to understand the principles of negotiation and to recognize the importance of negotiation techniques in order to think strategically about negotiation and conflict and to collect information and reveal it tactically during negotiation.
2   Students will be able to understand ways for negotiating to develop confidence in the negotiation process as an effective means to resolve conflict by improving their Turkish and foreign language skills.
3   Students will be able to experience the negotiation process to evaluate the costs and benefits of alternative actions and how to manage the negotiation process.
4   Students will be able to manage cross-cultural, individual differences and ethical issues to deal with cross-cultural, multi-player negatiations in international business.

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description
1 Conflict Management, Negotiation Basics
2 Negotiation Basics and Methods of Negotiation
3 Effective Communication and Psychological Biases
4 Goal Setting, Planning and Preparation
5 Complex Negotiation and Individual Differences, Multi-party, Multi-issue Negotiation
6 Complex Negotiation and Individual Differences, Multi-party, Multi-issue Negotiation
7 Midterm exam - Complex Negotiation and Individual Differences, Multi-party, Multi-issue Negotiation
8 Midterm exam - Negotiation and Culture, Inter-Cultural Negotiation
9 Negotiation and Culture, Inter-Cultural Negotiation
10 How to Overcome the Challenges: Tips to Succeed in an International Negotiation
11 Ethics in Negotiation
12 Negotiation Exercises
13 Negotiation Exercises
14 Negotiation Exercises
15 Final exam
16 Final exam

Recomended or Required Reading

Roy J. Lewicki, Bruce Barry, and David M. Saunders. (2007) Essentials of Negotiation, 4th Edition. Boston: Irwin/McGraw-Hill.

Planned Learning Activities and Teaching Methods

Lecture by instructor, class discussion conducted by instructor, problem solving or case studies, question and answer teaching method

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA
1 MTE MIDTERM EXAM
2 FIN FINAL EXAM
3 FCG FINAL COURSE GRADE MTE * 0.40 + FIN * 0.60
4 RST RESIT
5 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.40 + RST * 0.60


*** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

Skill in analysis, synthesis and critical thinking; skill in problem solving; skill in application via midterm and final exams

Language of Instruction

Turkish

Course Policies and Rules

The Regulation of Dokuz Eylul University on Education and Examination in Associate's and Bachelor's Degrees
The Codes of Practice of School of Applied Sciences on Education and Examination

Contact Details for the Lecturer(s)

yilmaz.akgunduz@deu.edu.tr

Office Hours

Lecture day, between the hours of 12:30-13:00

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 12 3 36
Preparations before/after weekly lectures 12 3 36
Preparation for midterm exam 1 10 10
Preparation for final exam 1 10 10
Final 1 2 2
Midterm 1 2 2
TOTAL WORKLOAD (hours) 96

Contribution of Learning Outcomes to Programme Outcomes

PO/LOPO.1PO.2PO.3PO.4PO.5PO.6PO.7PO.8PO.9PO.10PO.11PO.12PO.13PO.14PO.15PO.16
LO.155135153555
LO.255135153555
LO.355135153555
LO.455135153555

CONTACT INFORMATION
Dokuz Eylül Üniversitesi Cumhuriyet Bulvarı No: 144 35210 Alsancak / İZMİR
Phone: +90(232) 412 12 12 - Fax: +90 (232) 464 81 35

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