BUSINESS ADMINISTRATION
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 6
The course opens with the approval of the Department at the beginning of each semester

Basic information

Language of instruction: En
Type of course: Departmental Elective
Course Level: Bachelor
Mode of Delivery: Face to face
Course Coordinator : Prof. Dr. AHMET ERKUŞ
Course Lecturer(s): Prof. Dr. AHMET ERKUŞ
Prof. Dr. İPEK ALTINBAŞAK FARİNA
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 Outputs

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: Negotiation and Dispute Resolution Beverly De marr Suzanne De Janasz
References: None

Evaluation System

Semester Requirements Number of Activities Level of Contribution
Attendance % 0
Laboratory % 0
Application % 0
Field Work % 0
Special Course Internship (Work Placement) % 0
Quizzes 2 % 10
Homework Assignments % 0
Presentation 1 % 30
Project % 0
Seminar % 0
Midterms 1 % 30
Preliminary Jury % 0
Final 1 % 30
Paper Submission % 0
Jury % 0
Bütünleme % 0
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
Laboratory
Application 15 15
Special Course Internship (Work Placement)
Field Work
Study Hours Out of Class 14 49
Presentations / Seminar
Project
Homework Assignments
Quizzes
Preliminary Jury
Midterms
Paper Submission
Jury
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) Being able to identify problems and ask right questions
2) Having problem solving skills and developing necessary analytical attitude
3) Comprehending theoretical arguments along with counter arguments in detail
4) Gaining awareness of lifelong learning and being qualified for pursuing graduate education
5) Applying theoretical concepts in project planning
6) Communicating efficiently by accepting differences and carrying out compatible teamwork
7) Increasing efficiency rate in business environment
8) Developing innovative and creative solutions in face of uncertainty
9) Researching to gather information for understanding current threats and opportunities in business
10) Being aware of the effects of globalization on society and business while deciding
11) Possessing digital competence and utilizing necessary technology
12) Communicating in at least one foreign language in academic and daily life
13) Possessing managing skills and competence
14) Deciding with the awareness of the legal and ethical consequences of business operations
15) Expressing opinions that are built through critical thinking process in business and academic environment