Course Description
| Course | Code | Semester | T+P (Hour) | Credit | ECTS |
|---|---|---|---|---|---|
| INTERNATINONAL BUSINESS NEGOTIATIONS | ITF4114372 | Fall Semester | 3+0 | 3 | 5 |
| Course Program | Pazartesi 12:00-12:45 Pazartesi 12:45-13:30 Pazartesi 13:30-14:15 |
| 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 aims to give students a deeper insight into how negotiations are conducted in an international context. The course teaches negotiation theory, how to prepare for negotiations, how to identify acceptable negotiated solutions and best alternatives, and how to deal with difficult negotiators. The course aims to provide the skills necessary to be an effective negotiator for both national and international negotiations simultaneously, but most of the emphasis in the course is on international and intercultural negotiations. By giving examples from both national and international negotiations, it makes comparisons between business-oriented negotiations. In this respect, the course aims to provide a comprehensive and professional perspective on international business negotiations. |
| Course Content | This course contains; Introduction to the course, the nature of negotiations, conflict resolution, Best Alternative to a Negotiated Agreement (BATNA). ,Negotiation: Strategizing, framing, and planning; integrative and distributive negotiation.,A Framework for international business negotiations; factors influencing international negotiations.,Strategies and tactics in international business negotiations.,Models explaining the impact of culture on international business negotiations.,Hofstede's dimensions of culture and their influence on international business negotiations.,Common cognitive and judgment biases affecting international negotiations made by negotiators / Psychology of international business negotiations,The impact of differences in communication styles on international negotiation processes and outcomes,Negotiating in Western Europe. ,Negotiating in Eastern Europe. ,Negotiating in Latin America and North America,Negotiating in Middle East and North Africa.,Negotiating in Asia and the Pacific Rim. ,Ethical aspects of international business negotiations. |
| Dersin Öğrenme Kazanımları | Teaching Methods | Assessment Methods |
| 1. The student will be able to define basic concepts related with the negotiation and negotiation management. | 10, 16, 9 | A |
| 1.1. The student discusses different definitions and meanings of negotiation | ||
| 1.2. The student explains the basic dynamics of competitive (win-lose) bargaining. | ||
| 1.3. The student explains the basic dynamics of integrative (win-win) negotiation. | ||
| 1.4. The student describes the fundamental prework that negotiators must do to get ready for a negotiation. | ||
| 1.5. The student discusses the ethical standards and criteria that surround negotiation. | ||
| 2. The student will be able to explain how international negotiations are different from domestic or same-culture negotiations. | 10, 16, 9 | A |
| 2.1. The student explains the environmental context (not under the negotiator's control) factors effects on international business negotiations. | ||
| 2.2. The student explains the immediate context (that the negotiator can relatively control) factors effect on international business negotiations. | ||
| 3. The student will be able to explain how national culture affects negotiation dynamics. | 10, 16, 9 | A |
| 3.1. The student explains different definitions and meanings of a culture. | ||
| 3.2. The student explains theories that reveal how national culture affects international business negotiations. | ||
| 3.3. The student describes the impact of national culture and organizational culture interactions on international business negotiations. | ||
| 4. The student will be able to explain why negotiations with multiple groups and teams are more complex. | 10, 16, 9 | A |
| 4.1 The student discusses the characteristics of multilateral negotiations and why they are more complex. | ||
| 4.2. The student explains the key stages for managing an effective multiparty negotiation. | ||
| 4.3. The student discusses how group behavior can affect multiparty negotiations. | ||
| 5. The student will be able to explain the issues that need to be taken into consideration when conducting business negotiations with negotiators from different countries of the world. | 10, 16, 9 | A |
| 5.1. The student explains the issues that should be taken into consideration in business negotiations with Western European countries. | ||
| 5.2. The student explains the issues that should be taken into consideration in business negotiations with Eastern European countries. | ||
| 5.3. The student explains the issues that should be taken into consideration in business negotiations with Latin American countries. | ||
| 5.4. The student explains the issues that should be taken into consideration in business negotiations with Middle East and North African countries | ||
| 5.5. The student explains the issues that should be taken into consideration in business negotiations with Asia and the Pacific Rim countries |
| 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 | Introduction to the course, the nature of negotiations, conflict resolution, Best Alternative to a Negotiated Agreement (BATNA). | |
| 2 | Negotiation: Strategizing, framing, and planning; integrative and distributive negotiation. | |
| 3 | A Framework for international business negotiations; factors influencing international negotiations. | |
| 4 | Strategies and tactics in international business negotiations. | |
| 5 | Models explaining the impact of culture on international business negotiations. | |
| 6 | Hofstede's dimensions of culture and their influence on international business negotiations. | |
| 7 | Common cognitive and judgment biases affecting international negotiations made by negotiators / Psychology of international business negotiations | |
| 8 | The impact of differences in communication styles on international negotiation processes and outcomes | |
| 9 | Negotiating in Western Europe. | |
| 10 | Negotiating in Eastern Europe. | |
| 11 | Negotiating in Latin America and North America | |
| 12 | Negotiating in Middle East and North Africa. | |
| 13 | Negotiating in Asia and the Pacific Rim. | |
| 14 | Ethical aspects of international business negotiations |
| Resources |
| Required Textbook: 1. Ghauri, PN and Unsunier, JC, (2020) International Business Negotiations, Edward Elgar Publishing, U.K. |
| Recommended Readings: 1. Starkey, B., Boyer, M. A., & Wilkenfeld, J. (2015). International negotiation in a complex world. Rowman & Littlefield. 2. Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin. 3. Acuff, F. L. (2008). How to negotiate anything with anyone anywhere around the world. Amacom. 4. Brett, J. M. (2007). Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. John Wiley & Sons. 5. Ury, W. (1993). Getting Past No: Negotiating with Difficult People. New York: Bantam Books 6. Ury, W. (2007). The Power of a Positive No. Hodder & Stoughton. 7. Lewicki, R. J., Barry, B., & Saunders, D. M. (2021). Essentials of negotiation. McGraw-Hill Education. |
Course Contribution to Program Qualifications
| Course Contribution to Program Qualifications | |||||||
| No | Program Qualification | Contribution Level | |||||
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | Uluslararası ticaret ve finansman alanında teorik bilgileri tanımlar. | X | |||||
| 2 | Uluslararası ticaret ve finansman alanında gerekli matematiksel ve istatistiki yöntemleri anlatır. | X | |||||
| 3 | Uluslararası ticaret ve finansman alanında gerekli en az bir bilgisayar programı kullanır. | X | |||||
| 4 | Uluslararası ticaret ve finansman alanında gerekli olan mesleki yabancı dil yeterliliğini gösterir. | X | |||||
| 5 | Uluslararası ticaret ve finansman alanında projeler hazırlar ve takım çalışmalarını yönetir. | X | |||||
| 6 | Mesleki alanda yaşam boyu öğrenmenin gerekliliği bilinciyle bilim ve teknolojideki gelişmeleri izleyerek kendini sürekli yenileyip edindiği bilgi ve becerileri eleştirel olarak değerlendirir. | X | |||||
| 7 | Uluslararası ticaret ve finansman alanında teorik ve uygulamaya yönelik bilgileri kullanır | X | |||||
| 8 | En az A1 düzeyinde bir yabancı dili kullanarak güncel teknolojileri takip eder, sözlü / yazılı iletişim kurar. | X | |||||
| 9 | Örgüt / kurumsal, iş ve toplumsal etik değerlerini benimser ve kullanır. | X | |||||
| 10 | Topluma hizmet duyarlılığı çerçevesinde, sosyal sorumluluk ilkelerini benimser ve gerektiğinde inisiyatif alır. | X | |||||
| 11 | Disiplinler arası çalışmalar yürütebilmek için farklı disiplinlerde (ekonomi, finans, sosyoloji, hukuk, işletme) temel bilgileri ve verileri analiz ederek alanında kullanır. | X | |||||
| 12 | Öğrenciler, küresel ticaret, ihracat-ithalat işlemleri, gümrük işlemleri ve dış ticaretin finansmanı alanlarında uzmanlık elde eder. | 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 | 2 | 28 | |||
| Resolution of Homework Problems and Submission as a Report | 14 | 2 | 28 | |||
| Term Project | 0 | 0 | 0 | |||
| Presentation of Project / Seminar | 0 | 0 | 0 | |||
| Presentation of Project / Seminar | 0 | 0 | 0 | |||
| Quiz | 0 | 0 | 0 | |||
| Midterm Exam | 1 | 25 | 25 | |||
| General Exam | 1 | 30 | 30 | |||
| Performance Task, Maintenance Plan | 0 | 0 | 0 | |||
| Total Workload(Hour) | 153 | |||||
| Dersin AKTS Kredisi = Toplam İş Yükü (Saat)/30*=(153/30) | 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 |
|---|---|---|---|---|---|
| INTERNATINONAL BUSINESS NEGOTIATIONS | ITF4114372 | Fall Semester | 3+0 | 3 | 5 |
| Course Program | Pazartesi 12:00-12:45 Pazartesi 12:45-13:30 Pazartesi 13:30-14:15 |
| 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 aims to give students a deeper insight into how negotiations are conducted in an international context. The course teaches negotiation theory, how to prepare for negotiations, how to identify acceptable negotiated solutions and best alternatives, and how to deal with difficult negotiators. The course aims to provide the skills necessary to be an effective negotiator for both national and international negotiations simultaneously, but most of the emphasis in the course is on international and intercultural negotiations. By giving examples from both national and international negotiations, it makes comparisons between business-oriented negotiations. In this respect, the course aims to provide a comprehensive and professional perspective on international business negotiations. |
| Course Content | This course contains; Introduction to the course, the nature of negotiations, conflict resolution, Best Alternative to a Negotiated Agreement (BATNA). ,Negotiation: Strategizing, framing, and planning; integrative and distributive negotiation.,A Framework for international business negotiations; factors influencing international negotiations.,Strategies and tactics in international business negotiations.,Models explaining the impact of culture on international business negotiations.,Hofstede's dimensions of culture and their influence on international business negotiations.,Common cognitive and judgment biases affecting international negotiations made by negotiators / Psychology of international business negotiations,The impact of differences in communication styles on international negotiation processes and outcomes,Negotiating in Western Europe. ,Negotiating in Eastern Europe. ,Negotiating in Latin America and North America,Negotiating in Middle East and North Africa.,Negotiating in Asia and the Pacific Rim. ,Ethical aspects of international business negotiations. |
| Dersin Öğrenme Kazanımları | Teaching Methods | Assessment Methods |
| 1. The student will be able to define basic concepts related with the negotiation and negotiation management. | 10, 16, 9 | A |
| 1.1. The student discusses different definitions and meanings of negotiation | ||
| 1.2. The student explains the basic dynamics of competitive (win-lose) bargaining. | ||
| 1.3. The student explains the basic dynamics of integrative (win-win) negotiation. | ||
| 1.4. The student describes the fundamental prework that negotiators must do to get ready for a negotiation. | ||
| 1.5. The student discusses the ethical standards and criteria that surround negotiation. | ||
| 2. The student will be able to explain how international negotiations are different from domestic or same-culture negotiations. | 10, 16, 9 | A |
| 2.1. The student explains the environmental context (not under the negotiator's control) factors effects on international business negotiations. | ||
| 2.2. The student explains the immediate context (that the negotiator can relatively control) factors effect on international business negotiations. | ||
| 3. The student will be able to explain how national culture affects negotiation dynamics. | 10, 16, 9 | A |
| 3.1. The student explains different definitions and meanings of a culture. | ||
| 3.2. The student explains theories that reveal how national culture affects international business negotiations. | ||
| 3.3. The student describes the impact of national culture and organizational culture interactions on international business negotiations. | ||
| 4. The student will be able to explain why negotiations with multiple groups and teams are more complex. | 10, 16, 9 | A |
| 4.1 The student discusses the characteristics of multilateral negotiations and why they are more complex. | ||
| 4.2. The student explains the key stages for managing an effective multiparty negotiation. | ||
| 4.3. The student discusses how group behavior can affect multiparty negotiations. | ||
| 5. The student will be able to explain the issues that need to be taken into consideration when conducting business negotiations with negotiators from different countries of the world. | 10, 16, 9 | A |
| 5.1. The student explains the issues that should be taken into consideration in business negotiations with Western European countries. | ||
| 5.2. The student explains the issues that should be taken into consideration in business negotiations with Eastern European countries. | ||
| 5.3. The student explains the issues that should be taken into consideration in business negotiations with Latin American countries. | ||
| 5.4. The student explains the issues that should be taken into consideration in business negotiations with Middle East and North African countries | ||
| 5.5. The student explains the issues that should be taken into consideration in business negotiations with Asia and the Pacific Rim countries |
| 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 | Introduction to the course, the nature of negotiations, conflict resolution, Best Alternative to a Negotiated Agreement (BATNA). | |
| 2 | Negotiation: Strategizing, framing, and planning; integrative and distributive negotiation. | |
| 3 | A Framework for international business negotiations; factors influencing international negotiations. | |
| 4 | Strategies and tactics in international business negotiations. | |
| 5 | Models explaining the impact of culture on international business negotiations. | |
| 6 | Hofstede's dimensions of culture and their influence on international business negotiations. | |
| 7 | Common cognitive and judgment biases affecting international negotiations made by negotiators / Psychology of international business negotiations | |
| 8 | The impact of differences in communication styles on international negotiation processes and outcomes | |
| 9 | Negotiating in Western Europe. | |
| 10 | Negotiating in Eastern Europe. | |
| 11 | Negotiating in Latin America and North America | |
| 12 | Negotiating in Middle East and North Africa. | |
| 13 | Negotiating in Asia and the Pacific Rim. | |
| 14 | Ethical aspects of international business negotiations |
| Resources |
| Required Textbook: 1. Ghauri, PN and Unsunier, JC, (2020) International Business Negotiations, Edward Elgar Publishing, U.K. |
| Recommended Readings: 1. Starkey, B., Boyer, M. A., & Wilkenfeld, J. (2015). International negotiation in a complex world. Rowman & Littlefield. 2. Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin. 3. Acuff, F. L. (2008). How to negotiate anything with anyone anywhere around the world. Amacom. 4. Brett, J. M. (2007). Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. John Wiley & Sons. 5. Ury, W. (1993). Getting Past No: Negotiating with Difficult People. New York: Bantam Books 6. Ury, W. (2007). The Power of a Positive No. Hodder & Stoughton. 7. Lewicki, R. J., Barry, B., & Saunders, D. M. (2021). Essentials of negotiation. McGraw-Hill Education. |
Course Contribution to Program Qualifications
| Course Contribution to Program Qualifications | |||||||
| No | Program Qualification | Contribution Level | |||||
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | Uluslararası ticaret ve finansman alanında teorik bilgileri tanımlar. | X | |||||
| 2 | Uluslararası ticaret ve finansman alanında gerekli matematiksel ve istatistiki yöntemleri anlatır. | X | |||||
| 3 | Uluslararası ticaret ve finansman alanında gerekli en az bir bilgisayar programı kullanır. | X | |||||
| 4 | Uluslararası ticaret ve finansman alanında gerekli olan mesleki yabancı dil yeterliliğini gösterir. | X | |||||
| 5 | Uluslararası ticaret ve finansman alanında projeler hazırlar ve takım çalışmalarını yönetir. | X | |||||
| 6 | Mesleki alanda yaşam boyu öğrenmenin gerekliliği bilinciyle bilim ve teknolojideki gelişmeleri izleyerek kendini sürekli yenileyip edindiği bilgi ve becerileri eleştirel olarak değerlendirir. | X | |||||
| 7 | Uluslararası ticaret ve finansman alanında teorik ve uygulamaya yönelik bilgileri kullanır | X | |||||
| 8 | En az A1 düzeyinde bir yabancı dili kullanarak güncel teknolojileri takip eder, sözlü / yazılı iletişim kurar. | X | |||||
| 9 | Örgüt / kurumsal, iş ve toplumsal etik değerlerini benimser ve kullanır. | X | |||||
| 10 | Topluma hizmet duyarlılığı çerçevesinde, sosyal sorumluluk ilkelerini benimser ve gerektiğinde inisiyatif alır. | X | |||||
| 11 | Disiplinler arası çalışmalar yürütebilmek için farklı disiplinlerde (ekonomi, finans, sosyoloji, hukuk, işletme) temel bilgileri ve verileri analiz ederek alanında kullanır. | X | |||||
| 12 | Öğrenciler, küresel ticaret, ihracat-ithalat işlemleri, gümrük işlemleri ve dış ticaretin finansmanı alanlarında uzmanlık elde eder. | X | |||||
Assessment Methods
| Contribution Level | Absolute Evaluation | |
| Rate of Midterm Exam to Success | 40 | |
| Rate of Final Exam to Success | 60 | |
| Total | 100 | |