| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | İŞL-23-126 | | Elective | 1 | 1 | 6 |
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| Level of Course Unit |
| Second Cycle |
| Objectives of the Course |
| Considering that negotiation is an advantageous feature in commercial, social or official negotiations, it is aimed to develop students' negotiation skills with negotiation techniques and practices. |
| Name of Lecturer(s) |
| Dr. Öğr. Üyesi Ayaz Yusuf ALTIN |
| Learning Outcomes |
| 1 | Having the ability to comprehend and apply Negotiation Techniques in terms of Business Management | | 2 | Gain competency to establish relations with other disciplines | | 3 | Ability to reflect leadership skills in managing a specialized work and solving problems |
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| Mode of Delivery |
| Daytime Class |
| Prerequisites and co-requisities |
| none |
| Recommended Optional Programme Components |
| none |
| Course Contents |
| negotiation techniques and practices. |
| Weekly Detailed Course Contents |
|
| 1 | The Concept and Definition of Negotiation | | | | 2 | Basic Concepts Used in Negotiation | | | | 3 | Participants in the negotiation and their characteristics | | | | 4 | Negotiator - Counterparty Relationship | | | | 5 | Matters to be considered in the negotiation process | | | | 6 | Considerations when moving towards agreement | | | | 7 | Negotiation stages | | | | 8 | Midterm | | | | 9 | Negotiation strategies | | | | 10 | Negotiation techniques | | | | 11 | Types of negotiation | | | | 12 | Legal factors in the negotiation process | | | | 13 | Ethics in negotiations | | | | 14 | Example Negotiation 1 | | | | 15 | Example Negotiation 2 | | | | 16 | Final exam | | |
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| Recommended or Required Reading |
| Müzakere Teknikleri, Pof. Dr. Canan Çetin, Yrd. Doç.Dr. Mehmet Lütfi Arslan
Müzakere Yönetimi ve Bir Model Denemesi, Doktora Tezi, Murat Yusuf Uçan http://tez.sdu.edu.tr/Tezler/TS00633.pdf
İstanbul Sanayi Odası, Dış Ticarette Müzakere Teknikleri
http://www.iso.org.tr/sites/1/upload/files/dis-ticarette-muzakere-teknikleri 704.pdf
İşletme Yöneticiliği, Prof. Dr. Tamer Koçel |
| Planned Learning Activities and Teaching Methods |
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| Assessment Methods and Criteria | |
| Midterm Examination | 1 | 75 | | Discussion | 1 | 25 | | SUM | 100 | |
| Final Examination | 1 | 100 | | SUM | 100 | | Term (or Year) Learning Activities | 40 | | End Of Term (or Year) Learning Activities | 60 | | SUM | 100 |
| | Language of Instruction | | | Work Placement(s) | | none |
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| Workload Calculation |
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| Midterm Examination | 1 | 1 | 1 |
| Final Examination | 1 | 1 | 1 |
| Practice | 2 | 3 | 6 |
| Discussion | 2 | 3 | 6 |
| Team/Group Work | 2 | 8 | 16 |
| Individual Study for Mid term Examination | 3 | 24 | 72 |
| Individual Study for Final Examination | 3 | 24 | 72 |
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| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | | LO2 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | | LO3 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 | 5 |
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| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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Iğdır University, Iğdır / TURKEY • Tel (pbx): +90 476
226 13 14 • e-mail: info@igdir.edu.tr
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