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Course Detail

Course Description

CourseCodeSemesterT+P (Hour)CreditECTS
NEGOTIATION MANAGEMENT and PROBLEM SOLVINGBUS4113646Fall Semester3+035
Course Program
Prerequisites Courses
Recommended Elective Courses
Language of CourseEnglish
Course LevelFirst Cycle (Bachelor's Degree)
Course TypeElective
Course CoordinatorAssoc.Prof. Nurten POLAT DEDE
Name of Lecturer(s)Assoc.Prof. Nurten POLAT DEDE
Assistant(s)
AimThe course provides thorough and professional look into business oriented negotiations. It teaches the theory of negotiation and the skills necessary to become an effective negotiator.
Course ContentThis course contains; The Nature of Negotiation,Strategy and Tactics of Distributive Bargaining,Strategy and Tactics of Integrative Negotiation ,Negotiation: Strategy and Planning ,Ethics in Negotiation ,Perception, Cognition, and Emotion ,Best Practices in Negotiations /Case Study ,Negotiation and Communication ,Negotiation and Power ,Relationships in Negotiation,Multiple Parties, Groups, and Teams in Negotiation ,International and Cross-Cultural Negotiation,Best Practices in Negotiations ,Review session and recommendations.
Dersin Öğrenme KazanımlarıTeaching MethodsAssessment Methods
1. The student will be able to define basic concepts related with conflict and conflict management.10, 16, 9A
1.1. The student defines conflict and conflict types in organizations.
1.2. The student explains the reasons that cause conflicts in businesses.
1.3. The student defines the effects of functional and nonfunctional conflicts in businesses.
1.4. The student defines conflict resolution strategies.
2. The student will be able to define basic concepts related with the negotiations and negotiation management.10, 16, 9A
2.1. The student defines negotiation and negotiation types.
2.2. The student explains the basic dynamics of competitive (win-lose) bargaining.
2.3. The student explains the basic dynamics of integrative (win-win) negotiation.
2.4. The student describes the fundamental prework that negotiators must do to get ready for a negotiation.
2.5. The student explains the ethical standards and criteria that surround negotiation.
3. The student will be able to describe the fundamental psychological subprocesses of negotiation. 10, 16, 9A
3.1. The student defines the basic processes of perception in negotiation.
3.2. The student explains common cognitive and judgment biases made by negotiators.
3.3. The student explains how emotion can affect negotiations.
4. The student will be able to explain communication dynamics in negotiation. 10, 16, 9A
4.1. The student discusses what is communicated in a negotiation and how people communicate.
4.2. The student explains the ways that communication might be improved in negotiation.
4.3. The student defines practical tools for how to improve communication processes in any negotiation.
5. The student will be able to explain communication and power dynamics in negotiation. 10, 16, 9A
5.1. The student explains how relationship changes the negotiation dynamics.
5.2. The student discusses the different forms of relationships in which negotiation can occur.
5.3. The student explains the critical roles played by reputations, trust, and fairness in any negotiating relationship.
5.4. The student discusses different approaches to defining “power” in negotiations and why power is critical to negotiation.
6. The student will be able to explain how relationships and communication may affect the negotiation process and outcomes. 10, 16, 9A
6.1. The student explains the effects of negotiators' direct and indirect past experiences with each other.
6.2. The student discusses the effects of trust in negotiation.
6.3. The student explains the effects of perception of justice in negotiation.
6.4. The student explains practical tools for how to improve communication processes in any negotiation.
7. The student will be able to discusses the complexities of negotiating with multiple parties, and how to leverage one's own bargaining position when negotiating with them. 10, 16, 9A
7.1. The student explains why multiparty negotiations are becoming more complex.
7.2. The student explains the key stages for managing an effective multiparty negotiation.
Teaching Methods:10: Discussion Method, 16: Question - Answer Technique, 9: Lecture Method
Assessment Methods:A: Traditional Written Exam

Course Outline

OrderSubjectsPreliminary Work
1The Nature of Negotiation-
2Strategy and Tactics of Distributive Bargaining-
3Strategy and Tactics of Integrative Negotiation -
4Negotiation: Strategy and Planning
5Ethics in Negotiation -
6Perception, Cognition, and Emotion
7Best Practices in Negotiations /Case Study
8Negotiation and Communication
9Negotiation and Power
10Relationships in Negotiation
11Multiple Parties, Groups, and Teams in Negotiation
12International and Cross-Cultural Negotiation
13Best Practices in Negotiations
14Review session and recommendations
Resources
Required Textbook: 1. Lewicki, R. J., Barry, B., & Saunders, D. M. (2021). Essentials of Negotiation, 7th. editon, McGraw-Hill Education.
Recommended Readings: 1) Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin. 2) Ury, W. (1993). Getting Past No: Negotiating with Difficult People. New York: Bantam Books 3) Ury, W. (2007). The Power of a Positive No. Hodder & Stoughton.

Course Contribution to Program Qualifications

Course Contribution to Program Qualifications
NoProgram QualificationContribution Level
12345
1
Defines the theoretical issues in the field of business administration
X
2
Describes the necessary qualitative and quantitative methods in the field of business and management.
X
3
Uses at least one computer program in the field of business and management
4
Sustains proficiency in a foreign language required for business and management.
5
Prepares managerial investment projects and work in a team.
6
Constantly renews himself / herself by following developments in business and management with an understanding of the importance of lifelong learning through critically evaluating the knowledge and skills that s/he has got.
X
7
Uses theoretical and practical expertise in the field of business administration
X
8
Follows up-to-date technology using a foreign language at least A1 level, holds verbal / written communication.
X
9
Adopts organizational / institutional and social ethical values.
X
10
Within the framework of service responsiveness, adopts social responsibility principles and takes initiative when necessary.
X
11
Uses and analyses basic facts and data in different disciplines (economics, finance, sociology, law, business) in order to conduct interdisciplinary studies.
X
12
Uses and Analyses the fundamental and advanced techniques in the field to enhance business performance, productivity, sustainability,innovation and research, efficiency and effectiveness.
X

Assessment Methods

Contribution LevelAbsolute Evaluation
Rate of Midterm Exam to Success 40
Rate of Final Exam to Success 60
Total 100
ECTS / Workload Table
ActivitiesNumber ofDuration(Hour)Total Workload(Hour)
Course Hours14342
Guided Problem Solving14114
Resolution of Homework Problems and Submission as a Report21530
Term Project000
Presentation of Project / Seminar000
Quiz000
Midterm Exam13030
General Exam13030
Performance Task, Maintenance Plan000
Total Workload(Hour)146
Dersin AKTS Kredisi = Toplam İş Yükü (Saat)/30*=(146/30)5
ECTS of the course: 30 hours of work is counted as 1 ECTS credit.

Detail Informations of the Course

Course Description

CourseCodeSemesterT+P (Hour)CreditECTS
NEGOTIATION MANAGEMENT and PROBLEM SOLVINGBUS4113646Fall Semester3+035
Course Program
Prerequisites Courses
Recommended Elective Courses
Language of CourseEnglish
Course LevelFirst Cycle (Bachelor's Degree)
Course TypeElective
Course CoordinatorAssoc.Prof. Nurten POLAT DEDE
Name of Lecturer(s)Assoc.Prof. Nurten POLAT DEDE
Assistant(s)
AimThe course provides thorough and professional look into business oriented negotiations. It teaches the theory of negotiation and the skills necessary to become an effective negotiator.
Course ContentThis course contains; The Nature of Negotiation,Strategy and Tactics of Distributive Bargaining,Strategy and Tactics of Integrative Negotiation ,Negotiation: Strategy and Planning ,Ethics in Negotiation ,Perception, Cognition, and Emotion ,Best Practices in Negotiations /Case Study ,Negotiation and Communication ,Negotiation and Power ,Relationships in Negotiation,Multiple Parties, Groups, and Teams in Negotiation ,International and Cross-Cultural Negotiation,Best Practices in Negotiations ,Review session and recommendations.
Dersin Öğrenme KazanımlarıTeaching MethodsAssessment Methods
1. The student will be able to define basic concepts related with conflict and conflict management.10, 16, 9A
1.1. The student defines conflict and conflict types in organizations.
1.2. The student explains the reasons that cause conflicts in businesses.
1.3. The student defines the effects of functional and nonfunctional conflicts in businesses.
1.4. The student defines conflict resolution strategies.
2. The student will be able to define basic concepts related with the negotiations and negotiation management.10, 16, 9A
2.1. The student defines negotiation and negotiation types.
2.2. The student explains the basic dynamics of competitive (win-lose) bargaining.
2.3. The student explains the basic dynamics of integrative (win-win) negotiation.
2.4. The student describes the fundamental prework that negotiators must do to get ready for a negotiation.
2.5. The student explains the ethical standards and criteria that surround negotiation.
3. The student will be able to describe the fundamental psychological subprocesses of negotiation. 10, 16, 9A
3.1. The student defines the basic processes of perception in negotiation.
3.2. The student explains common cognitive and judgment biases made by negotiators.
3.3. The student explains how emotion can affect negotiations.
4. The student will be able to explain communication dynamics in negotiation. 10, 16, 9A
4.1. The student discusses what is communicated in a negotiation and how people communicate.
4.2. The student explains the ways that communication might be improved in negotiation.
4.3. The student defines practical tools for how to improve communication processes in any negotiation.
5. The student will be able to explain communication and power dynamics in negotiation. 10, 16, 9A
5.1. The student explains how relationship changes the negotiation dynamics.
5.2. The student discusses the different forms of relationships in which negotiation can occur.
5.3. The student explains the critical roles played by reputations, trust, and fairness in any negotiating relationship.
5.4. The student discusses different approaches to defining “power” in negotiations and why power is critical to negotiation.
6. The student will be able to explain how relationships and communication may affect the negotiation process and outcomes. 10, 16, 9A
6.1. The student explains the effects of negotiators' direct and indirect past experiences with each other.
6.2. The student discusses the effects of trust in negotiation.
6.3. The student explains the effects of perception of justice in negotiation.
6.4. The student explains practical tools for how to improve communication processes in any negotiation.
7. The student will be able to discusses the complexities of negotiating with multiple parties, and how to leverage one's own bargaining position when negotiating with them. 10, 16, 9A
7.1. The student explains why multiparty negotiations are becoming more complex.
7.2. The student explains the key stages for managing an effective multiparty negotiation.
Teaching Methods:10: Discussion Method, 16: Question - Answer Technique, 9: Lecture Method
Assessment Methods:A: Traditional Written Exam

Course Outline

OrderSubjectsPreliminary Work
1The Nature of Negotiation-
2Strategy and Tactics of Distributive Bargaining-
3Strategy and Tactics of Integrative Negotiation -
4Negotiation: Strategy and Planning
5Ethics in Negotiation -
6Perception, Cognition, and Emotion
7Best Practices in Negotiations /Case Study
8Negotiation and Communication
9Negotiation and Power
10Relationships in Negotiation
11Multiple Parties, Groups, and Teams in Negotiation
12International and Cross-Cultural Negotiation
13Best Practices in Negotiations
14Review session and recommendations
Resources
Required Textbook: 1. Lewicki, R. J., Barry, B., & Saunders, D. M. (2021). Essentials of Negotiation, 7th. editon, McGraw-Hill Education.
Recommended Readings: 1) Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin. 2) Ury, W. (1993). Getting Past No: Negotiating with Difficult People. New York: Bantam Books 3) Ury, W. (2007). The Power of a Positive No. Hodder & Stoughton.

Course Contribution to Program Qualifications

Course Contribution to Program Qualifications
NoProgram QualificationContribution Level
12345
1
Defines the theoretical issues in the field of business administration
X
2
Describes the necessary qualitative and quantitative methods in the field of business and management.
X
3
Uses at least one computer program in the field of business and management
4
Sustains proficiency in a foreign language required for business and management.
5
Prepares managerial investment projects and work in a team.
6
Constantly renews himself / herself by following developments in business and management with an understanding of the importance of lifelong learning through critically evaluating the knowledge and skills that s/he has got.
X
7
Uses theoretical and practical expertise in the field of business administration
X
8
Follows up-to-date technology using a foreign language at least A1 level, holds verbal / written communication.
X
9
Adopts organizational / institutional and social ethical values.
X
10
Within the framework of service responsiveness, adopts social responsibility principles and takes initiative when necessary.
X
11
Uses and analyses basic facts and data in different disciplines (economics, finance, sociology, law, business) in order to conduct interdisciplinary studies.
X
12
Uses and Analyses the fundamental and advanced techniques in the field to enhance business performance, productivity, sustainability,innovation and research, efficiency and effectiveness.
X

Assessment Methods

Contribution LevelAbsolute Evaluation
Rate of Midterm Exam to Success 40
Rate of Final Exam to Success 60
Total 100

Numerical Data

Ekleme Tarihi: 09/10/2023 - 09:58Son Güncelleme Tarihi: 09/10/2023 - 10:00