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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

This catalog is for information purposes. Course status is determined by the relevant department at the beginning of semester.

Basic information

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:	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;
At the end of the course, you will be able to:

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

- 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

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:

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

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)	To be able to apply theoretical concepts related to mass communication, consumer behavior, psychology, persuasion,sociology, marketing, and other related fields to understand how advertising and brand communication works in a free-market economy.	2
2)	To be able to critically discuss and interpret theories, concepts, methods, tools and ideas in the field of advertising.	2
3)	To be able to research, create, design, write, and present an advertising campaign and brand strategies of their own creation and compete for an account as they would at an advertising agency.	2
4)	To be able to analyze primary and secondary research data for a variety of products and services.	2
5)	To be able to develop an understanding of the history of advertising as it relates to the emergence of mass media outlets and the importance of advertising in the marketplace.	2
6)	To be able to follow developments, techniques, methods, as well as research in advertising field; and to be able to communicate with international colleagues in a foreign language. (“European Language Portfolio Global Scale”, Level B1)	2
7)	To be able to take responsibility in an individual capacity or as a team in generating solutions to unexpected problems that arise during implementation process in the Advertising field.	3
8)	To be able to understand how advertising works in a global economy, taking into account cultural, societal, political, and economic differences that exist across countries and cultures.	2
9)	To be able to approach the dynamics of the field with an integrated perspective, with creative and critical thinking, develop original and creative strategies.	2
10)	To be able to to create strategic advertisements for print, broadcast, online and other media, as well as how to integrate a campaign idea across several media categories in a culturally diverse marketplace.	2
11)	To be able to use computer software required by the discipline and to possess advanced-level computing and IT skills. (“European Computer Driving Licence”, Advanced Level)	2
12)	To be able to identify and meet the demands of learning requirements.	2
13)	To be able to develop an understanding and appreciation of the core ethical principles of the advertising profession.	2