MARKETING (TURKISH, NONTHESIS)
Master TR-NQF-HE: Level 7 QF-EHEA: Second Cycle EQF-LLL: Level 7

Course Introduction and Application Information

Course Code Course Name Semester Theoretical Practical Credit ECTS
ISL5625 Conflict and Negotiation Management Techniques Spring 3 0 3 8
This catalog is for information purposes. Course status is determined by the relevant department at the beginning of semester.

Basic information

Language of instruction: Turkish
Type of course: Departmental Elective
Course Level:
Mode of Delivery: Face to face
Course Coordinator :
Course Lecturer(s): Dr. PINAR BELKIS TÜRKOĞLU
Prof. Dr. AHMET ERKUŞ
Prof. Dr. CANAN ÇETİN
Instructor HAKAN ASLAN
Recommended Optional Program Components: none
Course Objectives: This course aims at teaching students negotiation skills that become more and more important.

Learning Outcomes

The students who have succeeded in this course;
I. necessary negotiation skills in order to tackle problems occurring In different levels of the organization and between organizations will be taught.
II. will learn how to negotiate in different situations.
III. Will learn how to defend research findings in seminars, also, expressing oral and written presentations, working independently and producing scientific information.

Course Content

First, communication concepts will be analyzed, followed by efficient negotiation techniques in international relations, negotiation process, leadership abilities, time management and meeting management, stress on cultural differences in negotiations and different communication tools will be analyzed.

Weekly Detailed Course Contents

Week Subject Related Preparation
1) Mutual dependency in negotiations
2) Marketing strategies and competition tactics
3) Complementary negotiation tactics
4) Negotiation planning and strategy
5) Concepts of conflict management, organizational conflicts from different approaches
6) Emotion and perception management in negotiations
7) Midterm Exam
8) Primary reasons of conflicts in organizations, and solving strategies
9) Breakup of negotiations and communication
10) Persuasion and influence in negotiations
11) third party in negotiations, power in negotiations
12) personal differences in negotiations
13) ethical problem solving in negotiations
14) Negotiation in international cultures

Sources

Course Notes / Textbooks: Oliver Ramsbotham, Tom Woodhouse ve Hugh Miall, Contemporary Conflict Resolution, Polity, 2005. M. Butler, International Conflict Management, Routledge, 2009 J. Bercovitch ve J. Fretter, Regional Guide to International
References: Nimet Beriker, Çatışmadan Uzlaşmaya, Bilgi Üniversitesi Yayınları, 2010 Johan Galtung, Çatışmaları Aşarak Dönüştürmek, USAK, 2009.

Evaluation System

Semester Requirements Number of Activities Level of Contribution
Attendance 14 % 10
Project 1 % 20
Midterms 1 % 30
Final 1 % 40
Total % 100
PERCENTAGE OF SEMESTER WORK % 40
PERCENTAGE OF FINAL WORK % 60
Total % 100

ECTS / Workload Table

Activities Number of Activities Workload
Course Hours 14 42
Application 13 48
Study Hours Out of Class 14 81
Midterms 1 2
Final 1 2
Total Workload 175

Contribution of Learning Outcomes to Programme Outcomes

No Effect 1 Lowest 2 Low 3 Average 4 High 5 Highest
           
Program Outcomes Level of Contribution
1) Being able to develop and deepen their knowledge in the same or a different field at the level of expertise, based on undergraduate level qualifications.
2) To be able to use the theoretical and applied knowledge at the level of expertise acquired in the field of marketing.
3) To be able to develop new strategic approaches for the solution of complex and unpredictable problems encountered in applications related to the field of marketing and to produce solutions by taking responsibility.
4) To be able to critically evaluate the knowledge and skills acquired in the field of marketing expertise and to direct their learning.
5) To be able to systematically convey the current developments in the field of marketing and their own studies to groups in and outside the field, in written, verbal and visual forms, by supporting them with quantitative and qualitative data.
6) To be able to develop strategy, policy and implementation plans in the field of marketing and to evaluate the results obtained within the framework of quality processes.