| 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 |
- |