| EUROPEAN UNION RELATIONS | |||||
| Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 | ||
| Course Code | Course Name | Semester | Theoretical | Practical | Credit | ECTS |
| IB4514 | Business Negotiations | Spring | 3 | 0 | 3 | 7 |
| This catalog is for information purposes. Course status is determined by the relevant department at the beginning of semester. |
| Language of instruction: | English |
| Type of course: | Non-Departmental Elective |
| Course Level: | Bachelor’s Degree (First Cycle) |
| Mode of Delivery: | Face to face |
| Course Coordinator : | Prof. Dr. AHMET ERKUŞ |
| Course Lecturer(s): |
Prof. Dr. AHMET ERKUŞ |
| Recommended Optional Program Components: | None |
| 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. |
|
The students who have succeeded in this course; - Describes the basics of Negotiation. Why “negotiation” is inevitable in our private and business lives. - Defines the ‘I win- you lose’ style. Why, where and how this style is applicable? - Define the ‘win-win’ style. The style where we seek long lasting business success. - Helps understand and find Solutions to real needs and objectives of both sides negotiating with each other. - Analyzes the reasons of the business negotiators’ actions. Are we really handling them correctly? Are we able to ‘decode’ the other side? How to take the ‘right steps’ and avoid the wrong ones during negotiation. - Develops awareness of your negotiation strengths. What negotiation tools do you really have and how can you improve them to achieve the best in a business negotiation? - Teaches how to cope with deceptive negotiators. You might not always get the Respect that you deserve. Humiliation might take away your energy and instruments to negotiate successfully. What should you do? - Increases familiarity with different negotiation tactics within different cultures. General negotiation principles do not always apply in every geographical area around the globe. In those two weeks, we will try to study the differences of people, in terms of their approaches to life and business negotiations. - Helps understand what makes Global Negotiations Different. Cross cultural Negotiations. How Hofstede’s Dimensions of Culture help us understand Negotiation Behaviors around the globe. - Deals with ‘better negotiators’. Nature of Difficult Negotiations. |
| - 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 |
| 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 |
| Course Notes / Textbooks: | Negotiation and Dispute Resolution Beverly De marr Suzanne De Janasz |
| References: | None |
| 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 | |
| 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 | |
| No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
| Program Outcomes | Level of Contribution | |
| 1) | To be able to examine, interpret data and assess ideas with the scientific methods in the area of EU studies. | 2 |
| 2) | To be able to inform authorities and institutions in the area of EU studies, to be able to transfer ideas and proposals supported by quantitative and qualitative data about the problems. | 2 |
| 3) | To be introduced to and to get involved in other disciplines that EU studies are strongly related with (political science, international relations, law, economics, sociology, etc.) and to be able to conduct multi-disciplinary research and analysis on European politics. | 3 |
| 4) | To be able to evaluate current news on European Union and Turkey-EU relations and identify, analyze current issues relating to the EU’s politics and policies. | 2 |
| 5) | To be able to use English in written and oral communication in general and in the field of EU studies in particular. | 1 |
| 6) | To have ethical, social and scientific values throughout the processes of collecting, interpreting, disseminating and implementing data related to EU studies. | 1 |
| 7) | To be able to assess the historical development, functioning of the institutions and decision-making system and common policies of the European Union throughout its economic and political integration in a supranational framework. | 2 |
| 8) | To be able to evaluate the current legal, financial and institutional changes that the EU is going through. | 2 |
| 9) | To explain the dynamics of enlargement processes of the EU by identifying the main actors and institutions involved and compare previous enlargement processes and accession process of Turkey. | 2 |
| 10) | To be able to analyze the influence of the EU on political, social and economic system of Turkey. | 2 |
| 11) | To acquire insight in EU project culture and to build up project preparation skills in line with EU format and develop the ability to work in groups and cooperate with peers. | 2 |
| 12) | To be able to recognize theories and concepts used by the discipline of international relations and relate them to the historical development of the EU as a unique post-War political project. | 3 |