INTERNATIONAL TRADE AND BUSINESS
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

Ders Genel Tanıtım Bilgileri

Course Code:

IB4514

Ders İsmi:

Business Negotiations

Ders Yarıyılı:

Spring

Ders Kredileri:

Theoretical	Practical	Credit	ECTS
3	0	3	7

Language of instruction:

English

Ders Koşulu:

Ders İş Deneyimini Gerektiriyor mu?:

Type of course:

Must Course

Course Level:

Bachelor

TR-NQF-HE:6. Master`s Degree

QF-EHEA:First Cycle

EQF-LLL:6. Master`s Degree

Mode of Delivery:

Face to face

Course Coordinator :

Prof. Dr. AHMET ERKUŞ

Course Lecturer(s):

Prof. Dr. AHMET ERKUŞ

Course Assistants:

Dersin Amaç ve İçeriği

Course Objectives:

Upon completion of this course, the student will be able to:
- Develop an understanding of different perspectives and a range of negotiation skills;
- To analyze and put negotiation concepts into action;
- Improve his/her ability to communicate and negotiate;
- Improve his/her comfort with negotiating;
- Use an integrated process for strategically planning for, conducting individual and group negotiations;
- Develop and execute effective strategies and tactics for different negotiation situations;
- Develop communication, problem solving and influence techniques appropriate to a given situation;
- Identify the differences between distributive and integrative situations and develop appropriate resolution strategies;
- Develop abilities to become an effective negotiator, not only in general terms, but also in different countries of the world;
- Identify and assess the variables in negotiations;
- Develop negotiation planning techniques exclusive to many different geographies and an understanding of various strategies and tactics for successful global negotiations.

Course Content:

- Introduction to Negotiation Study Fundamentals, Nature, Stages, Characteristics of Negotiation, Interdependence, Value Creation, Conflicts, Conflict Management. Strategizing, Framing, Planning, Target Setting, Analyzing “The Other Party”, Flow, Stages, Phases, Defining, Assessing, Presentation, Protocol.
-Distributive Bargaining
The ‘I win- you lose’ style. Why, where and how this style is applicable? Resistance Point (Discover and Influence) Tactical Tasks, Opening Offer, Stance, Pattern of Concession Making, Commitment, Closing the Deal, Dealing With Typical Hardball Tactics.
- Integrative Negotiation
-Understanding and Finding Solutions to Real Needs and Objectives, Key Steps, Identifying and Defining the Problem, Interests, Dynamics of Integrative Negotiation. Understanding and Finding Solutions to Real Needs and -Objectives, Key Steps, Identifying and Defining the Problem, Interests, Dynamics of Integrative Negotiation.
-Communication, Perception, Mood, Emotion What is Really Communicated? Sorting out the “Three Conversations”. Decoding the Structures. Assumptions and Mistakes. Role of Perception, Anchoring and Adjustment, Managing Misperceptions, Improving Communication, Avoiding Fatal Mistakes.
-Negotiation Tools
Definition, Meaning, Importance and Routes of Power, Influence and Persuasion. How to find and use them in Negotiations. Cohen’s three key elements of Negotiation: “Power”, “Time” and “Information”.
8th Week: Exam
9th Week: Negotiation Ethics
Why do “ethics” apply to Negotiation, Deceptive-Tricky Tactics, Consequences of Unethical conduct, Dealing with Misbehaviors.
- International Negotiations
Cultural influences and cross-cultural negotiation behaviors. Cultural Responsive Negotiation Strategies. How to Deal With the Most Difficult Problems Faced by International Business Negotiators. Negotiation styles, differences in decision making and personal relationships. Negotiating Primers around the world / Usage of Time, Role Structures, Communication Patterns, Speed of Negotiations, Preference of Strategies, Personal Relations, Emotional Aspects, Decision Making Differences, Do's and don'ts in cross-cultural negotiations.
-Team and Multiparty Negotiations
-Negotiating in the Workplace

Learning Outcomes

The students who have succeeded in this course;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
2 - Skills
Cognitive - Practical
3 - Competences
Communication and Social Competence
Learning Competence
Field Specific Competence
Competence to Work Independently and Take Responsibility

Ders Akış Planı

Week	Subject	Related Preparation
1)	Introduction to Negotiation
2)	The Language of Negotiation
3)	Distributive Negotiations
4)	Integrative Negotiations
5)	Conflict and Dispute Resolution
6)	Understanding Yourself and How That Impacts Negotiation
7)	Communication in Negotiation
8)	Mid term
9)	The Role and Importance of Persuasion in Negotiation
10)	The Nature of the Relationship in Negotiating and Resolving Disputes
11)	International Negotiations
12)	Team and Multiparty Negotiations
14)	Negotiating in the Workplace

Sources

Course Notes / Textbooks:	Negotiation and Dispute Resolution Beverly De marr Suzanne De Janasz
References:	None

Ders - Program Öğrenme Kazanım İlişkisi

Ders Öğrenme Kazanımları
Program Outcomes
1) Has theoretical and practical knowledge on management, business, trade, economy, entrepreneurship, innovation, sustainable development related to International Trade and Business and can use this information
2) Can collect data from different sources in the global business world and successfully apply research techniques, use information and communication technologies.
3) Can analyze opportunities and threats with strategic thinking skills by using different resources and channels in the ever-changing global business world.
4) Can communicate orally and in writing with a good knowledge of English grammar.
5) He / she can transfer the knowledge and skills he / she has acquired in the field to the relevant people in written and oral form and evaluate them critically.
6) Adopts the principles of business ethics with the awareness of professional responsibility and can apply these principles within the framework of legal rules in the field of global trade and business.
7) He / she can collaborate in and out of the field, take responsibility, respect cultural differences and have ethical values.
8) Has sufficient awareness of social rights, justice, cultural values, environmental awareness, occupational health and safety.
9) With the lifelong learning skill acquired, she/he can identify learning needs and improve herself/himself

Ders - Öğrenme Kazanımı İlişkisi

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Has theoretical and practical knowledge on management, business, trade, economy, entrepreneurship, innovation, sustainable development related to International Trade and Business and can use this information	3
2)	Can collect data from different sources in the global business world and successfully apply research techniques, use information and communication technologies.	3
3)	Can analyze opportunities and threats with strategic thinking skills by using different resources and channels in the ever-changing global business world.	4
4)	Can communicate orally and in writing with a good knowledge of English grammar.	5
5)	He / she can transfer the knowledge and skills he / she has acquired in the field to the relevant people in written and oral form and evaluate them critically.	5
6)	Adopts the principles of business ethics with the awareness of professional responsibility and can apply these principles within the framework of legal rules in the field of global trade and business.	5
7)	He / she can collaborate in and out of the field, take responsibility, respect cultural differences and have ethical values.	5
8)	Has sufficient awareness of social rights, justice, cultural values, environmental awareness, occupational health and safety.	4
9)	With the lifelong learning skill acquired, she/he can identify learning needs and improve herself/himself	5

Öğrenme Etkinliği ve Öğretme Yöntemleri

Ölçme ve Değerlendirme Yöntemleri ve Kriterleri

Assessment & Grading

Semester Requirements	Number of Activities	Level of Contribution
Quizzes	2	% 10
Presentation	1	% 30
Midterms	1	% 30
Final	1	% 30
Total		% 100
PERCENTAGE OF SEMESTER WORK		% 70
PERCENTAGE OF FINAL WORK		% 30
Total		% 100

İş Yükü ve AKTS Kredisi Hesaplaması

Activities	Number of Activities	Workload
Course Hours	15	43
Application	15	15
Study Hours Out of Class	14	49
Final	13	66
Total Workload		173