| ARCHITECTURE | |||||
| 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) | Using the theoretical/conceptual and practical knowledge acquired for architectural design, design activities and research. | 3 |
| 2) | Identifying, defining and effectively discussing aesthetic, functional and structural requirements for solving design problems using critical thinking methods. | 3 |
| 3) | Being aware of the diversity of social patterns and user needs, values and behavioral norms, which are important inputs in the formation of the built environment, at local, regional, national and international scales. | |
| 4) | Gaining knowledge and skills about architectural design methods that are focused on people and society, sensitive to natural and built environment in the field of architecture. | 3 |
| 5) | Gaining skills to understand the relationship between architecture and other disciplines, to be able to cooperate, to develop comprehensive projects; to take responsibility in independent studies and group work. | |
| 6) | Giving importance to the protection of natural and cultural values in the design of the built environment by being aware of the responsibilities in terms of human rights and social interests. | |
| 7) | Giving importance to sustainability in the solution of design problems and the use of natural and artificial resources by considering the social, cultural and environmental issues of architecture. | |
| 8) | Being able to convey and communicate all kinds of conceptual and practical thoughts related to the field of architecture by using written, verbal and visual media and information technologies. | 3 |
| 9) | Gaining the ability to understand and use technical information about building technology such as structural systems, building materials, building service systems, construction systems, life safety. | |
| 10) | Being aware of legal and ethical responsibilities in design and application processes. |