COURSE UNIT TITLE

: NEGOTIATION TECHNIQUES

DEGREE PROGRAMMES

Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS
MSH 0196 NEGOTIATION TECHNIQUES ELECTIVE 2 0 0 3

Offered By

Civil Aviation and Cabin Services

Level of Course Unit

Short Cycle Programmes (Associate's Degree)

Course Coordinator

BERRIN TAŞKAN

Offered to

Cultural Heritage and Tourism
Tourism and Hotel Management
Civil Aviation and Cabin Services
Civil Aviation Transportation Management
Food Technology

Course Objective

The aim of this course is to ensure that students have the necessary theoretical knowledge and practical skills in order to be effective individuals in the negotiation that has to be made unnoticed in all areas of life.

Learning Outcomes of the Course Unit

1   Students will be able to gain negotiation skills and use this knowledge and skill in all areas of life.
2   Students will be able to using negotiation skills, strategies and alternative models in business life, it will provide faster progress in business solutions and business relations.
3   Students will be able to have behavioral expression skills that can make a difference in interviews.
4   Students will be able to negotiate.

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description
1 Definition and importance of negotiation
2 Stages of the negotiation
3 Negotiating parties, their characteristics and importance
4 Negotiating parties, their features and importance
5 Matters needing attention in negotiation
6 Human Factor in Negotiation
7 Mid-term Exam
8 Negotiation Strategies
9 Negotiation Maneuvers
10 Negotiation Games and the Antidote
11 Negotiation Tactics
12 Negotiation Skills
13 Alternative Negotiation Methods
14 General Recap
15 Final Exam

Recomended or Required Reading

Prof. Dr. Canan ÇETIN Marmara Üniversitesi Iktisadi ve Idari Bilimler Fakültesi NEGOTIATION TECHNIQUES PRINCIPLE, PROCESS, IMPLEMENTATION.

Planned Learning Activities and Teaching Methods

Face-to-face lecture technique in the classroom, discussion and problem solving, reading research, classroom practices.

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA
1 MTE MIDTERM EXAM
2 FIN FINAL EXAM
3 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.50 + FIN * 0.50
4 RST RESIT
5 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.50 + RST * 0.50


Further Notes About Assessment Methods

Exams: There will be held on two in class exams; midterm exam and final exam during the semester.
Grades: 50 % Midterm Exam, 50 % Final Exam, 50 % Make-up Exam.

Assessment Criteria

Exams: There will be held on two in class exams; midterm exam and final exam during the semester.
Grades: 50 % Midterm Exam, 50 % Final Exam, 50 % Make-up Exam.

Language of Instruction

Turkish

Course Policies and Rules

1) Attending at least 70 percent of lectures and fulfill the requirements of the course are mandatory.
2) Plagiarism of any type will result in disciplinary action.

Contact Details for the Lecturer(s)

berrin.taskan@deu.edu.tr

Office Hours

Wednesday, 13:00 - 16:30, Ground Floor, No: Z-28, Efes Vocational School, Selçuk / IZMIR.

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 14 2 28
Preparations before/after weekly lectures 14 2 28
Preparation for midterm exam 1 12 12
Preparation for final exam 1 12 12
Midterm 1 2 2
Final 1 2 2
TOTAL WORKLOAD (hours) 84

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.1222
LO.2134
LO.3134
LO.4124

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

Copyright 2015 DEÜ. BİD

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