| ADVERTISING | |||||
| 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: | 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. |
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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. |
| 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. |
| 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) |
| 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 |
| 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 | |
| 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 | ||
| No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
| Program Outcomes | Level of Contribution | |
| 1) | To prepare students to become communication professionals by focusing on strategic thinking, professional writing, ethical practices, and the innovative use of both traditional and new media | 2 |
| 2) | To be able to explain and define problems related to the relationship between facts and phenomena in areas such as Advertising, Persuasive Communication, and Brand Management | |
| 3) | To critically discuss and interpret theories, concepts, methods, tools, and ideas in the field of advertising | |
| 4) | To be able to follow and interpret innovations in the field of advertising | |
| 5) | To demonstrate a scientific perspective in line with the topics they are curious about in the field. | |
| 6) | To address and solve the needs and problems of the field through the developed scientific perspective | |
| 7) | To recognize and understand all the dynamics within the field of advertising | |
| 8) | To analyze and develop solutions to problems encountered in the practical field of advertising |