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 :	BACHELOR'S DEGREE, TYY: + 6.Level, EQF-LLL: 6.Level, QF-EHEA: First Cycle
Type of the Course :	Compulsory
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit	Prof. MUSTAFA KÖKSAL
Instructor(s) of the Course Unit
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	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
	Programme Learning Outcomes	Level of Contribution
		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
	Programme Learning Outcomes	Level of Contribution
		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
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	To conduct qualitative and quantitative research on the subjects related to the field.				3

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		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
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Adopting the philosophy of lifelong learning.				3

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		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
	Programme Learning Outcomes	Level of Contribution
		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

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