NEGOTIATION TECHNIQUES PROGRAMME COURSE DESCRIPTION

Code	Name of the Course Unit	Semester	In-Class Hours (T+P)	Credit	ECTS Credit
ULT422E	NEGOTIATION TECHNIQUES	8	3	3	6

GENERAL INFORMATION
Language of Instruction :	English
Level of the Course Unit :	BACHELOR'S DEGREE, TYY: + 6.Level, EQF-LLL: 6.Level, QF-EHEA: First Cycle
Type of the Course :	Elective
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit	Assist.Prof. HATİCE MERVE BAYRAM
Instructor(s) of the Course Unit
Course Prerequisite	No

OBJECTIVES AND CONTENTS
Objectives of the Course Unit:	The aim of the course is to provide students with the skills to gather and interpret information, understand power and interest relations, and effectively solve the problems they will encounter in business life through negotiation.
Contents of the Course Unit:	In this course, information about negotiation processes, forms, techniques and strategies are given.

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)
Understanding their power and interest relations, they gain skills to solve problems they will encounter in business life effectively through negotiation process.
They have basic knowledge related to other disciplines which form the basis of business management (economics, sociology, psychology, numerical sciences etc.).
Professional and ethical responsibility gains consciousness.
Effective communication skills in Turkish oral and written communication; At least one foreign language acquires knowledge.

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY
Week	Preparatory	Topics(Subjects)	Method
1	-	Introduction to Negotiation and Basic Concepts	-
2	-	Introduction to Negotiation and Basic Concepts	-
3	-	Negotiator and Types of Negotiation	-
4	-	Negotiator and Types of Negotiation	-
5	-	The Purpose of Negotiation	-
6	-	The Purpose of Negotiation	-
7	-	Negotiation Process	-
8	-	MID-TERM EXAM	-
9	-	Negotiation Process	-
10	-	Types of Negotiation	-
11	-	Types of Negotiation	-
12	-	Negotiation Strategies	-
13	-	Successful Negotiator	-
14	-	Negotiation Tactics	-
15	-	Negotiation Tactics	-
16	-	FINAL EXAM	-
17	-	FINAL EXAM	-

SOURCE MATERIALS & RECOMMENDED READING
Course notes

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 theoretical and practical concepts which comprise the required basic professional knowledge related to medicine and science.		1

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Requires the level of nutrition and dietetics, medical and related science and technology defines the concepts of theoretical and applied knowledge-based.	0

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Describe the advanced level of knowledge and skills in the fields of nutrition and dietetics based on medical and natural sciences,		1

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Recognize advanced level of theoretical and practical knowledge related to nutrients and nutrition, dietetics, community nutrition and institutional food service systems	0

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Take responsibility both as a team member and individually in order to provide that unforeseen complex activities faced in the practices in his/her field are carried out.		1

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Evaluate the advanced knowledge and skills s/he has acquired in his/her field with a critical approach.	0

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Share his/her ideas and solution proposals for problems related to the issues in his/her field with professionals and non-professionals with the support of qualitative and quantitative data.		1

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Discharge the responsibilities, duties and obligations in accordance with the rules and regulations of professional ethics related to nutrition and dietetics	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	14	1	14
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	4	10	40
Mid-Term Exam	1	1	1
Preparation for the Mid-Term Exam	2	8	16
Short Exam	0	0	0
Preparation for the Short Exam	0	0	0
TOTAL	50	0	156