ENERGY SYSTEMS ENGINEERING
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	Fall	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:	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.

Learning Outcomes

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.

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 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

Sources

Course Notes / Textbooks:	Negotiation and Dispute Resolution Beverly De marr Suzanne De Janasz
References:	None

Evaluation System

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

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)	Build up a body of knowledge in mathematics, science and Energy Systems Engineering subjects; use theoretical and applied information in these areas to model and solve complex engineering problems.
2)	Ability to identify, formulate, and solve complex Energy Systems Engineering problems; select and apply proper modeling and analysis methods for this purpose.
3)	Ability to design complex Energy systems, processes, devices or products under realistic constraints and conditions, in such a way as to meet the desired result; apply modern design methods for this purpose.
4)	Ability to devise, select, and use modern techniques and tools needed for solving complex problems in Energy Systems Engineering practice; employ information technologies effectively.
5)	Ability to design and conduct numerical or pysical experiments, collect data, analyze and interpret results for investigating the complex problems specific to Energy Systems Engineering.
6)	Ability to cooperate efficiently in intra-disciplinary and multi-disciplinary teams; and show self-reliance when working on Energy Systems-related problems
7)	Ability to communicate effectively in English and Turkish (if he/she is a Turkish citizen), both orally and in writing. Write and understand reports, prepare design and production reports, deliver effective presentations, give and receive clear and understandable instructions.
8)	Recognize the need for life-long learning; show ability to access information, to follow developments in science and technology, and to continuously educate oneself.
9)	Develop an awareness of professional and ethical responsibility, and behave accordingly. Be informed about the standards used in Energy Systems Engineering applications.
10)	Learn about business life practices such as project management, risk management, and change management; develop an awareness of entrepreneurship, innovation, and sustainable development.
11)	Acquire knowledge about the effects of practices of Energys Systems Engineering on health, environment, security in universal and social scope, and the contemporary problems of Energys Systems engineering; is aware of the legal consequences of Energys Systems engineering solutions.