MÜZAKERE STRATEJİLERİ VE TEKNİKLERİ DERS TANITIM VE UYGULAMA BİLGİLERİ

Kodu	Dersin Adı	Yarıyıl	Süresi(T+U)	Kredisi	AKTS Kredisi
UIT412	MÜZAKERE STRATEJİLERİ VE TEKNİKLERİ	8	3	3	7

DERS BİLGİLERİ
Dersin Öğretim Dili :	Türkçe
Dersin Düzeyi	BACHELOR'S DEGREE, TYY: + 6.Level, EQF-LLL: 6.Level, QF-EHEA: First Cycle
Dersin Türü	Zorunlu
Dersin Veriliş Şekli	-
Dersin Koordinatörü	Prof. MUSTAFA KÖKSAL
Dersi Veren Öğretim Üyesi/Öğretim Görevlisi
Ders Ön Koşulu	Yok

AMAÇ VE İÇERİK
Amaç:	In this course, it is aimed to develop the negotiation skills so that the students can manage the problems that may arise in different subjects in their daily lives and their corporations they may work.
İçerik:	Within the scope of this course; negotiation techniques, negotiation planning and strategies, important issues in negotiations, persuasion process in negotiations, ethical approach in negotiations will be examined.

DERSİN ÖĞRENME ÇIKTILARI (Öğrenciler, bu dersi başarı ile tamamladıklarında aşağıda belirtilen bilgi, beceri ve/veya yetkinlikleri gösterirler.)
Explains negotiation objectives/purposes
Solves negotiation problems encountered in different communication situations
Effectively manages the conflicts and problems that will occur at different levels of the organization (individual, group, company) and between organizations
Applies negotiation planning steps effectively.
Analyze which strategy should be applied in which situations during the negotiation.
Classifies the features that an effective negotiator should have.

HAFTALIK DERS KONULARI VE ÖNGÖRÜLEN HAZIRLIK ÇALIŞMALARI
Hafta	Ön Hazırlık	Konular	Yöntem
1	Reading and literature review	Course Introduction and course content transfer	Narration, discussion
2	Reading and literature review	Negotiation process, the reasons for the need for negotiation Basic elements of the negotiation process, Negotiation and consultation, The importance of the negotiation, The main problems encountered in the negotiation	Narration, discussion
3	Reading and literature review	Negotiating objectives, Harmonizing conflicting objectives	Narration, discussion
4	Reading and literature review	Negotiation participants, negotiator, constituent-counterparty relationship, Negotiator-constituent relationship, Inter-constituent factors, Third-party factors, Environmental Factors	Narration, discussion
5	Reading and literature review	Issues to be considered in the negotiation process, the basic elements of effective negotiation, ensuring personal security, constructive sacrifice	Narration, discussion
6	Reading and literature review	Negotiation process, Negotiation stages, implementation of 14 Planning steps	Narration, discussion
7	Reading and literature review	Negotiation strategies: Competitive, problem solving, accommodating, avoidant and devoted strategies	Narration, discussion
8	-	MID-TERM EXAM	-
9	Reading and literature review	Negotiating maneuvers, basic 3 negotiation maneuver categories: maneuvers that increase power, decrease power and provide advantage	Narration, discussion
10	Reading and literature review	Negotiation tactics: rational, non-rational and general negotiation tactics	Narration, discussion
11	Reading and literature review	Negotiation skills, development of negotiation skills, reaching the other party	Narration, discussion
12	Reading and literature review	Negotiation forms, Letter negotiation, Telephone negotiation, Use of media tools in negotiation	Narration, discussion
13	Reading and literature review	Negotiating environments, Affecting managerial negotiations, Affecting commercial negotiations, Affecting industrial negotiations	Narration, discussion
14	Reading and literature review	Legal factors in negotiation, Dispute resolution methods	Narration, discussion
15	Reading and literature review	Ethical dilemmas in negotiations, motives of unethical behavior, factors affecting the selection of unethical tactics	Narration, discussion
16	-	FINAL EXAM	-
17	-	FINAL EXAM	-

KAYNAKLAR
Stutman, R.K. Pool, M.S. & Folger, J.P. (2014), Çatışma Yönetimi, Ankara: Nobel Yayıncılık
Çetin, C. (2003), Müzakare Teknikleri, İstanbul: Beta Yayınevi
Çetin, C., Arslan, M. L. (2014), Müzakere Teknikleri, İstanbul: Beta Yayınları
Fells, R. (2016), Effective Negotiation: From Research to Results, Cambridge University Press

ÖLÇME VE DEĞERLENDİRME
Yarıyıl İçi Yapılan Çalışmaların Ölçme ve Değerlendirmesi	Etkinlik Sayısı	Katkı Yüzdesi	Açıklama

(0) Etkisiz	(1) En Düşük	(2) Düşük	(3) Orta	(4) İyi	(5) Çok İyi
0	1	2	3	4	5

KNOWLEDGE
Theoretical
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	Summarizing basic and advanced topics in International Trade and Business.				3
2	To define the theories, concepts and principles of International Trade and Business and its sub-fields.				3
3	Interpreting the relationship of International Trade and Business with other disciplines.			2
4	Using the theoretical knowledge gained in the field of International Trade and Business in professional practices and daily life.				3

KNOWLEDGE
Factual
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	Explaining current events and phenomena in the field with a holistic perspective analytically and systematically based on advanced knowledge and skills.					4
2	Solving problems encountered in business life, at individual and organizational level.				3
3	Effective use of computer programs (such as SPSS, R, Excel, Stata) in the face of complex business problems.				3
4	Evaluating the developments in the world from an intellectual perspective in the light of the joint faculty courses taken.			2

SKILLS
Cognitive
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	Recognizing new theoretical and practical approaches in the field of International Trade and Business.			2
2	Recognize the relevant literature effectively.				3
3	Independently organize activities towards organizational goals and objectives.					4

SKILLS
Practical
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	To conduct qualitative and quantitative research on the subjects related to the field.				3

OCCUPATIONAL
Autonomy & Responsibility
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	To be able to work independently in the light of the knowledge gained in the field of International Trade and Business and to take responsibility for the work done.			2

OCCUPATIONAL
Learning to Learn
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	Adopting the philosophy of lifelong learning.				3

OCCUPATIONAL
Communication & Social
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	To use Turkish in written and oral communication in accordance with the rules and effectively.					4
2	Using foreign language skills effectively in business and social life, explaining their demands in writing or verbally.					4
3	To design a healthy communication network in the business world by using social life skills.				3

OCCUPATIONAL
Occupational and/or Vocational
	Program Yeterlilikleri/Çıktıları	Katkı Düzeyi
		0	1	2	3	4	5
1	Benefiting from the theoretical and historical knowledge of international trade and business; analyzes current issues, events and problems.				3
2	Continually improving their knowledge of the structure and characteristics of the variables of international trade and business.			2

DERSİN İŞ YÜKÜ VE AKTS KREDİSİ
Öğrenme-Öğretme Etkinlikleri İş Yükü
Öğrenme-Öğretme Etkinlikleri	Etkinlik(hafta sayısı)	Süresi(saat sayısı)	Toplam İş Yükü
Lecture & In-Class Activities	14	3	42
Preliminary & Further Study	14	3	42
Land Surveying	0	0	0
Group Work	0	0	0
Laboratory	0	0	0
Reading	0	0	0
Assignment (Homework)	0	0	0
Project Work	0	0	0
Seminar	0	0	0
Internship	0	0	0
Technical Visit	0	0	0
Web Based Learning	0	0	0
Implementation/Application/Practice	0	0	0
Practice at a workplace	0	0	0
Occupational Activity	0	0	0
Social Activity	0	0	0
Thesis Work	0	0	0
Field Study	0	0	0
Report Writing	0	0	0
Final Exam	1	1	1
Preparation for the Final Exam	6	9	54
Mid-Term Exam	1	1	1
Preparation for the Mid-Term Exam	4	9	36
Short Exam	0	0	0
Preparation for the Short Exam	0	0	0
TOTAL	40	0	176