Second Cycle - Institute of Social Sciences - Business Administration - Management and Organization
Y : Year of Study S : Semester
Course Unit Code Course Unit Title Type of Course Y S ECTS
YON706 Negotiation Techniques Compulsory 1 2 5
Objectives of the Course
The objective is to introduce negotiation concept, process and techniques. Students are able to examine various cases for learning negotiation process.
Name of Lecturer(s)
Prof. Dr. CANAN ÇETİN
Learning Outcomes
1 Through case studies and implementations, students interprets and evaluates how negotiation process and the other processes can be more effective.
2 Analyze the circumstances by using alternative negotiation styles which can be beneficial to be successful and effective during negotiation process.
3 Develop different negotiation tactics for different circumstances and gain the ability of eliminating the drawbacks by using the win-win approach.
4 By learning the entire aspects of negotiation process, evaluate the best strategies which can be useful in the negotiation process and get the ability of using these strategies.
5 Identify and thoroughly analyze the negotiation issues and related concepts.
Mode of Delivery
Formal Education
Course Contents
Optimum Approach to Negotiation

Negotiation Process Goals

Participative of Negotiation

Noticeable Subjects of Negotiation

Negotiation Process Levels

Negotiation Strategy

Maneuver and Games of Negotiation


Weekly Detailed Course Contents
Week Theoretical Practice Laboratory
1 Optimum Approach to Negotiation
2 Negotiation Process Goals
3 Participative of Negotiation
4 Noticeable Subjects of Negotiation
5 Negotiation Process Levels
6 Negotiation Strategy
7 Maneuver and Games of Negotiation
8 Study Week
9 Midterm Exam
10 Negotiation Tactics
11 Negotiation Skills
12 Alternative Negotiation Styles
13 Administrative and Commercial Negotiations
14 Legal Factors of Negotiation Process
15 Ethics in Negotiation
16 Case Study about Negotiation
17 Study Week
18 Final Exam
Recommended or Required Reading
İşletme Yönetimi Öğretim ve Eğitiminde Örnek Olaylar ve Yazınsal Kurguları - Yrd. Doç. Dr. Olcay Bige Aşkun
Müzakere - Richard Luecke
Müzakere Teknikleri - Prof. Dr. Canan Çetin
Planned Learning Activities and Teaching Methods
lecture
discussions
exam
Assessment
AssessmentQuantityWeight
Term (or Year) Learning ActivitiesQuantityWeight
Midterm Exam140
Total40
End Of Term (or Year) Learning ActivitiesQuantityWeight
Final Exam160
Total60
Language of Instruction
Turkish
Work Placement(s)
None
Workload Calculation
Activities Number Time (hours) Total Work Load (hours)
Theoretical 3 14 42
Pre Class Self Study 2 14 28
Midterm Preparation 1 16 16
Final Preparation 1 26 26
Home Work 1 9 9
Total 8 79 121
Contribution of Learning Outcomes to Programme Outcomes
PO 1PO 2PO 3PO 4PO 5PO 6PO 7PO 8PO 9PO 10PO 11PO 12PO 13PO 14PO 15PO 16
LO 12112321313100000
LO 22112211312100000
LO 32112311313100000
LO 42112211312100000
LO 52223322323200000

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