Course Detail
Course Description
| Course | Code | Semester | T+P (Hour) | Credit | ECTS |
|---|---|---|---|---|---|
| NEGOTIATION MANAGEMENT and PROBLEM SOLVING | BUS4113646 | Fall Semester | 3+0 | 3 | 5 |
| Course Program | Çarşamba 09:00-09:45 Çarşamba 10:00-10:45 Çarşamba 11:00-11:45 |
| Prerequisites Courses | |
| Recommended Elective Courses |
| Language of Course | English |
| Course Level | First Cycle (Bachelor's Degree) |
| Course Type | Elective |
| Course Coordinator | Assoc.Prof. Nurten POLAT DEDE |
| Name of Lecturer(s) | Assoc.Prof. Nurten POLAT DEDE |
| Assistant(s) | |
| Aim | The 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 Content | This 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 Kazanımları | Teaching Methods | Assessment Methods |
| 1. The student will be able to define basic concepts related with conflict and conflict management. | 10, 16, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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
| Order | Subjects | Preliminary Work |
|---|---|---|
| 1 | The Nature of Negotiation | - |
| 2 | Strategy and Tactics of Distributive Bargaining | - |
| 3 | Strategy and Tactics of Integrative Negotiation | - |
| 4 | Negotiation: Strategy and Planning | |
| 5 | Ethics in Negotiation | - |
| 6 | Perception, Cognition, and Emotion | |
| 7 | Best Practices in Negotiations /Case Study | |
| 8 | Negotiation and Communication | |
| 9 | Negotiation and Power | |
| 10 | Relationships in Negotiation | |
| 11 | Multiple Parties, Groups, and Teams in Negotiation | |
| 12 | International and Cross-Cultural Negotiation | |
| 13 | Best Practices in Negotiations | |
| 14 | Review 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 | |||||||
| No | Program Qualification | Contribution Level | |||||
| 1 | 2 | 3 | 4 | 5 | |||
| 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 Level | Absolute Evaluation | |
| Rate of Midterm Exam to Success | 40 | |
| Rate of Final Exam to Success | 60 | |
| Total | 100 | |
| ECTS / Workload Table | ||||||
| Activities | Number of | Duration(Hour) | Total Workload(Hour) | |||
| Course Hours | 14 | 3 | 42 | |||
| Guided Problem Solving | 14 | 1 | 14 | |||
| Resolution of Homework Problems and Submission as a Report | 2 | 15 | 30 | |||
| Term Project | 0 | 0 | 0 | |||
| Presentation of Project / Seminar | 0 | 0 | 0 | |||
| Quiz | 0 | 0 | 0 | |||
| Midterm Exam | 1 | 30 | 30 | |||
| General Exam | 1 | 30 | 30 | |||
| Performance Task, Maintenance Plan | 0 | 0 | 0 | |||
| 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
| Course | Code | Semester | T+P (Hour) | Credit | ECTS |
|---|---|---|---|---|---|
| NEGOTIATION MANAGEMENT and PROBLEM SOLVING | BUS4113646 | Fall Semester | 3+0 | 3 | 5 |
| Course Program | Çarşamba 09:00-09:45 Çarşamba 10:00-10:45 Çarşamba 11:00-11:45 |
| Prerequisites Courses | |
| Recommended Elective Courses |
| Language of Course | English |
| Course Level | First Cycle (Bachelor's Degree) |
| Course Type | Elective |
| Course Coordinator | Assoc.Prof. Nurten POLAT DEDE |
| Name of Lecturer(s) | Assoc.Prof. Nurten POLAT DEDE |
| Assistant(s) | |
| Aim | The 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 Content | This 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 Kazanımları | Teaching Methods | Assessment Methods |
| 1. The student will be able to define basic concepts related with conflict and conflict management. | 10, 16, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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, 9 | A |
| 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
| Order | Subjects | Preliminary Work |
|---|---|---|
| 1 | The Nature of Negotiation | - |
| 2 | Strategy and Tactics of Distributive Bargaining | - |
| 3 | Strategy and Tactics of Integrative Negotiation | - |
| 4 | Negotiation: Strategy and Planning | |
| 5 | Ethics in Negotiation | - |
| 6 | Perception, Cognition, and Emotion | |
| 7 | Best Practices in Negotiations /Case Study | |
| 8 | Negotiation and Communication | |
| 9 | Negotiation and Power | |
| 10 | Relationships in Negotiation | |
| 11 | Multiple Parties, Groups, and Teams in Negotiation | |
| 12 | International and Cross-Cultural Negotiation | |
| 13 | Best Practices in Negotiations | |
| 14 | Review 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 | |||||||
| No | Program Qualification | Contribution Level | |||||
| 1 | 2 | 3 | 4 | 5 | |||
| 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 Level | Absolute Evaluation | |
| Rate of Midterm Exam to Success | 40 | |
| Rate of Final Exam to Success | 60 | |
| Total | 100 | |