MEDICINE
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	Spring	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)	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.
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.
3)	In the provision of health services, prioritizes the protection and development of the health of individuals and society.
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.
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.
6)	Shows a safe, rational and effective approach in health service delivery, prevention, diagnosis, treatment, follow-up and rehabilitation processes.
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.
8)	Provides health services by considering patient and employee health and safety.
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.
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.
12)	Demonstrates decisive behavior in providing high-quality health care, taking into account the integrity of the patient.
13)	Evaluates his/her performance in his/her professional practice by considering his/her emotions and cognitive characteristics.
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.
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.
16)	Evaluates the impact of health policies and practices on individual and community health indicators and advocates increasing the quality of health services.
17)	The physician attaches importance to the protection of his/her own physical, mental and social health, and does what is necessary for this
18)	Shows exemplary behavior and leads the healthcare team during service delivery.
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