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
IBS 4151 NEGOTIATION STRATEGIES AND TECHNIQUES ELECTIVE 3 0 0 4

Offered By

International Business and Trade

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

ASSISTANT PROFESSOR AYÇA KÜBRA HIZARCI PAYNE

Offered to

International Business and Trade
International Trade and Business (English)

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 General Overview
8 Negotiation and Culture, Inter-Cultural Negotiation
9 How to Overcome the Challenges: Tips to Succeed in an International Negotiation
10 Ethics in Negotiation
11 Negotiation Exercises
12 Negotiation Exercises
13 Negotiation Exercises
14 General Overview

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, discussions, audio-visuals, negotiation exercises.

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA
1 MT Midterm
2 TP TermProject
3 PRS Presentation
4 FCG FINAL COURSE GRADE MT * 0.20 +TP * 0.60 + PRS * 0.20


Further Notes About Assessment Methods

None

Assessment Criteria

1. The learner will clearly describe the principles of negotiation
2. The learner will show the ways for negotiating in different negotiation scnearios which cover multi-player, cross-cultural negotiations.
3. The learner will prepare the cost and benefit analysis of alternative actions and show how to manage the negotiation process the real life applications.
4. The learner will attend the group studies and they present their studies in class.
5. The learner will discuss and apply ethical concerns when negotiate.

Language of Instruction

English

Course Policies and Rules

1. Attending at least 70 percent of lectures is mandatory.
2. Plagiarism of any type will result in disciplinary action.
3. All assignments should be submitted on time. Otherwise will not be accepted.

Contact Details for the Lecturer(s)

To be announced.

Office Hours

To be announced.

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 14 3 42
Tutorials 0 0 0
Preparations before/after weekly lectures 10 2 20
Preparation for midterm exam 1 5 5
Preparation for final exam 0 0 0
Preparation for quiz etc. 10 1 10
Preparing Individual Assignments (Term Projects etc.) 1 2 2
Preparing Group Assignments (Term Projects etc.) 3 5 15
Preparing presentations 3 5 15
Other 0 0 0
Final 1 1 1
Midterm 1 1,5 2
TOTAL WORKLOAD (hours) 112

Contribution of Learning Outcomes to Programme Outcomes

PO/LOPO.1PO.2PO.3PO.4PO.5PO.6PO.7PO.8PO.9PO.10PO.11PO.12PO.13PO.14PO.15
LO.1445
LO.24545
LO.3545
LO.44425

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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