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NEGOTIATION STRATEGIES AND TECHNIQUES COURSE IDENTIFICATION AND APPLICATION INFORMATION

Code Name of the Course Unit Semester In-Class Hours (T+P) Credit ECTS Credit
UIT412 NEGOTIATION STRATEGIES AND TECHNIQUES 8 3 3 7

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY

Week Preparatory Topics(Subjects) Method
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 -