NEGOTIATION STRATEGIES AND TECHNIQUES PROGRAMME COURSE DESCRIPTION

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

GENERAL INFORMATION
Language of Instruction :	Turkish
Level of the Course Unit :	, TYY: + , EQF-LLL: , QF-EHEA:
Type of the Course :	Compulsory
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit
Instructor(s) of the Course Unit	Assist.Prof. AYŞE MERİÇ YAZICI
Course Prerequisite	No

OBJECTIVES AND CONTENTS
Objectives of the Course Unit:	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.
Contents of the Course Unit:	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.

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)
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.

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	-

SOURCE MATERIALS & RECOMMENDED READING
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

ASSESSMENT
Assessment & Grading of In-Term Activities	Number of Activities	Degree of Contribution (%)	Description

Level of Contribution
0	1	2	3	4	5

KNOWLEDGE
Theoretical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Define the theories, concepts and principles of the basic and sub-fields of international business and trade. (Bloom 1)		1
2	Explain business and trade functions and processes based on current scientific sources (Bloom 2).		1

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Relate internationally valid business and trade cases with the theories and concepts of other social sciences. (Bloom 2)			2

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Explain the current events and facts in his / her field analytically and systematically based on advanced knowledge and skills he / she has. (Bloom 2)			2

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Use the theoretical and factual knowledge in business and trade for occupational practices. (Bloom 3)			2
2	Solve individual and organizational problems in business life. (Bloom 3)				3
3	Use computer programs (SPSS, R, Excel, Stata) efficiently against the complex business problems. (Bloom 3)	0

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Organize the activities for organizational goals and purposes independently. (Bloom 3)			2

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Criticize advanced knowledge and skills in the field with a critical approach. (Bloom 4)			2
2	Develop the existing knowledge and skills with a critical point of view under the impact of scientific, technological and current developments. (Bloom 3)				3

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Express his/her knowledge, thoughts and solutions on international business and trade to related stakeholders in written and verbal ways. (Bloom 1)			2

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Designs the research process in the field of business. (design) (Bloom 6)			2
2	Conducts operations by considering the ethical values in business activities. (apply) (Bloom’s 3)			2
3	Relate the concepts of social rights, occupational safety, employee health, quality management and sustainability with the cases in business life. (Bloom 2)	0

WORKLOAD & ECTS CREDITS OF THE COURSE UNIT
Workload for Learning & Teaching Activities
Type of the Learning Activites	Learning Activities (# of week)	Duration (hours, h)	Workload (h)
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