BAHÇEŞEHİR UNIVERSITY BİLGİ PAKETİ / DERS KATALOĞU
| MOLECULAR BIOLOGY AND GENETICS | |||||
| 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) | Utilize the wealth of information stored in computer databases to answer basic biological questions and solve problems such as diagnosis and treatment of diseases. | 3 |
| 2) | Acquire an ability to compile and analyze biological information, clearly present and discuss the conclusions, the inferred knowledge and the arguments behind them both in oral and written format. | 4 |
| 3) | Develop critical, creative and analytical thinking skills. | 5 |
| 4) | Develop effective communication skills and have competence in scientific speaking, reading and writing abilities in English and Turkish. | 3 |
| 5) | Gain knowledge of different techniques and methods used in genetics and acquire the relevant laboratory skills. | 4 |
| 6) | Detect biological problems, learn to make hypothesis and solve the hypothesis by using variety of experimental and observational methods. | 4 |
| 7) | Gain knowledge of methods for collecting quantitative and qualitative data and obtain the related skills. | 3 |
| 8) | Conduct research through paying attention to ethics, human values and rights. Pay special attention to confidentiality of information while working with human subjects. | 5 |
| 9) | Obtain basic concepts used in theory and practices of molecular biology and genetics and establish associations between them. | 4 |
| 10) | Search and use literature to improve himself/herself and follow recent developments in science and technology. | 5 |
| 11) | Be aware of the national and international problems in the field and search for solutions. | 4 |