BAHÇEŞEHİR UNIVERSITY BİLGİ PAKETİ / DERS KATALOĞU
| INTERNATIONAL TRADE AND BUSINESS | |||||
| Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 | ||
Course Introduction and Application Information
| Course Code | Course Name | Semester | Theoretical | Practical | Credit | ECTS |
| IB4514 | Business Negotiations | Spring | 3 | 0 | 3 | 7 |
Basic information
| Language of instruction: | English |
| Type of course: | Must Course |
| 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: | Negotiation is the art and science of securing an agreement between two or more interdependent parties. The aim of this course is to understand the nature of dispute resolution and negotiation in organization (individual, group and firm) and between organizations. This course explores the major concepts and theories of the psychology of negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. And also intends to improve negotiation skills and to increase the ability to resolve conflicts in a multitude of situations in an organization. Some of the topics covered in this course include as follows: Business Negotiation, Distributive and Integrative Negotiations, Conflict and Dispute Resolution, Communication in Negotiation, Persuasion in Negotiation, The Nature of the Relationship in Negotiating, International Negotiations, Team and Multiparty Negotiations, Negotiating in the Workplace. |
Learning Outcomes
|
The students who have succeeded in this course; Identify a variety of situations where negotiation takes place. Apply proper terminology when preparing for and executing a negotiation. Develop strategies for distributive and integrative negotiations. Identify the types and causes of conflict. Identify and assess personality attributes that influence your approach to and behavior during negotiations. Identify and discuss six steps that can be used—separately or in combination—in persuasion efforts during negotiations Assess the challenges that may arise when engaging in cross-cultural negotiations. Describe the five dimensions of Hofstede’s cross-cultural differences and how each one impacts the process of negotiations. |
Course Content
| This course provides an in-depth exploration of negotiation strategies, focusing on cultural, regional, and managerial factors that impact global negotiations. It equips students with practical tools and techniques to plan, execute, and finalize negotiations effectively while addressing challenges and fostering win-win outcomes. The teaching methods of this course include lecture, case study, homework and technology-enhanced learning. |
Weekly Detailed Course Contents
| Week | Subject | Related Preparation |
| 1) | Introduction/Overview of on Syllabus | Download the Course Syllabus and Read it |
| 2) | Introduction to Negotiation (Chapter 01) | Reading Chapter 1 |
| 3) | The Language of Negotiation (Chapter 02) | Reading (Chapter 02) -Daily Homework |
| 4) | Distributive Negotiations(Chapter 03) | Reading (Chapter 3) |
| 5) | Integrative Negotiations (Chapter 4) | Reading (Chapter 4) |
| 6) | Conflict and Dispute Resolution (Chapter 05) | Reading (Chapter 5) |
| 7) | Understanding Yourself and How That Impacts Negotiation (Chapter 6) | Reading (Chapter 6) |
| 8) | Mid term | |
| 9) | Communication in Negotiation (Chapter 07) | Reading (chapter 7) |
| 10) | he Role and Importance of Persuasion in Negotiation (Chapter 08) | Reading Chapter 8 |
| 11) | The Nature of the Relationship in Negotiating and Resolving Disputes (Chapter 9) | Reading (chapter 9) |
| 12) | International Negotiations (Chapter 10) | Reading (Chapter 10) |
| 13) | Team and Multiparty Negotiations (Chapter 11) | Readin (Chapter 11) |
| 14) | Negotiating in the Workplace (Chapter 12) | Reading (Chapter 12) |
Sources
| Course Notes / Textbooks: | Negotiation and Dispute Resolution: Pearson (2017) by Beverly DeMarr; Suzanne De Janasz, Pearson Education Limited If you prefer to read using hard copy, you can still purchase it from the link below and they will send your book to your address by cargo. Textbook Link : https://www.caglayan.com/urundetay/551337/Negotiation-and-Dispute-Resolution-Beverly- DeMarr-Suzanne-C-de-Janasz-9781292039725#sthash.QLzx0F3s.dpbs The e-book can be obtained from the link below and the login codes will be sent instantly by e-mail. https://www.caglayan.com/urundetay/749399/Negotiation-and-Dispute-Resolution-Beverly-DeMarr- Suzanne-De-Janasz-9781292039725-ebook#sthash.Eg3D83L5.dpbs |
| References: | Negotiation and Dispute Resolution: Pearson (2017) by Beverly DeMarr; Suzanne De Janasz, Pearson Education Limited If you prefer to read using hard copy, you can still purchase it from the link below and they will send your book to your address by cargo. Textbook Link : https://www.caglayan.com/urundetay/551337/Negotiation-and-Dispute-Resolution-Beverly- DeMarr-Suzanne-C-de-Janasz-9781292039725#sthash.QLzx0F3s.dpbs The e-book can be obtained from the link below and the login codes will be sent instantly by e-mail. https://www.caglayan.com/urundetay/749399/Negotiation-and-Dispute-Resolution-Beverly-DeMarr- Suzanne-De-Janasz-9781292039725-ebook#sthash.Eg3D83L5.dpbs |
Evaluation System
| Semester Requirements | Number of Activities | Level of Contribution |
| Quizzes | 1 | % 15 |
| Homework Assignments | 1 | % 10 |
| Project | 1 | % 30 |
| Final | 1 | % 45 |
| Total | % 100 | |
| PERCENTAGE OF SEMESTER WORK | % 25 | |
| PERCENTAGE OF FINAL WORK | % 75 | |
| Total | % 100 | |
ECTS / Workload Table
| Activities | Number of Activities | Duration (Hours) | Workload |
| Course Hours | 14 | 3 | 42 |
| Study Hours Out of Class | 11 | 10 | 110 |
| Project | 1 | 4 | 4 |
| Quizzes | 4 | 4 | 16 |
| Final | 1 | 2 | 2 |
| Total Workload | 174 | ||
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) | 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 |