| MEDICINE | |||||
| Bachelor | TR-NQF-HE: Level 7 | QF-EHEA: Second Cycle | EQF-LLL: Level 7 | ||
| Course Code | Course Name | Semester | Theoretical | Practical | Credit | ECTS |
| IB4514 | Business Negotiations | Fall 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) | Integrates the knowledge, skills and attitudes acquired from basic and clinical medical sciences, behavioral sciences and social sciences, and uses them in health service delivery. | 1 |
| 2) | In patient management, shows a biopsychosocial approach that takes into account the socio-demographic and sociocultural background of the individual, regardless of language, religion, race and gender. | 5 |
| 3) | In the provision of health services, prioritizes the protection and development of the health of individuals and society. | 3 |
| 4) | Taking into account the individual, societal, social and environmental factors affecting health; does the necessary work to maintain and improve the state of health. | 2 |
| 5) | By recognizing the characteristics, needs and expectations of the target audience, provides health education to healthy/sick individuals and their relatives and other healthcare professionals. | 1 |
| 6) | Shows a safe, rational and effective approach in health service delivery, prevention, diagnosis, treatment, follow-up and rehabilitation processes. | 2 |
| 7) | Performs invasive and/or non-invasive procedures in diagnosis, treatment, follow-up and rehabilitation processes in a safe and effective way for the patient. | 1 |
| 8) | Provides health services by considering patient and employee health and safety. | 2 |
| 9) | In the provision of health services, takes into account the changes in the physical and socioeconomic environment on a regional and global scale, as well as the changes in the individual characteristics and behaviors of the people who apply to it. | 2 |
| 10) | Takes good medical practice into account while carrying out his/her profession. | |
| 11) | Fulfills its duties and obligations within the framework of ethical principles, rights and legal responsibilities required by its profession. | 2 |
| 12) | Demonstrates decisive behavior in providing high-quality health care, taking into account the integrity of the patient. | 2 |
| 13) | Evaluates his/her performance in his/her professional practice by considering his/her emotions and cognitive characteristics. | 2 |
| 14) | Advocates improving the provision of health services by considering the concepts of social reliability and social responsibility for the protection and development of public health. | 2 |
| 15) | Can plan and carry out service delivery, training and consultancy processes related to individual and community health in cooperation with all components for the protection and development of health. | 2 |
| 16) | Evaluates the impact of health policies and practices on individual and community health indicators and advocates increasing the quality of health services. | 2 |
| 17) | The physician attaches importance to the protection of his/her own physical, mental and social health, and does what is necessary for this | 2 |
| 18) | Shows exemplary behavior and leads the healthcare team during service delivery. | 2 |
| 19) | Uses resources cost-effectively, for the benefit of society and in accordance with the legislation, in the planning, implementation and evaluation processes of health services in the health institution he/she is the manager of. | |
| 20) | Establishes positive communication within the health team it serves and assumes different team roles when necessary. | |
| 21) | Is aware of the duties and responsibilities of the health workers in the health team and acts accordingly. | |
| 22) | In the professional practices, works in harmony and effectively with the colleagues and other professional groups. | |
| 23) | Communicates effectively with patients, their relatives, healthcare professionals, other professional groups, institutions and organizations. | |
| 24) | Communicates effectively with individuals and groups that require a special approach and have different socio-cultural characteristics. | |
| 25) | In the diagnosis, treatment, follow-up and rehabilitation processes, shows a patient-centered approach that associates the patient with the decision-making mechanisms. | |
| 26) | Plans and implements scientific research, when necessary, for the population it serves, and uses the results and/or the results of other research for the benefit of the society. | |
| 27) | Reaches and critically evaluates current literature knowledge about his/her profession. | |
| 28) | Applies the principles of evidence-based medicine in clinical decision making. | |
| 29) | Uses information technologies to increase the effectiveness of its work on health care, research and education. | |
| 30) | Effectively manages individual work processes and career development. | |
| 31) | Demonstrates skills in acquiring and evaluating new knowledge, integrating it with existing knowledge, applying it to professional situations and adapting to changing conditions throughout professional life. | |
| 32) | Selects the right learning resources to improve the quality of the health service it offers, organizes its own learning process |