| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | UT407B.4 | Negotiation Strategies and Techniques | Elective | 4 | 7 | 5 |
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| Level of Course Unit |
| First Cycle |
| Objectives of the Course |
| In this course, it is aimed that the students learn the negotiation techniques necessary for the effective management of conflicts and problems that may occur in different areas within the organization and gain the skills of conflict management. |
| Name of Lecturer(s) |
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| Learning Outcomes |
| 1 | Explain the negotiation techniques used in conflict management | | 2 | Generates solutions to negotiation problems in different communication situations. |
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| Mode of Delivery |
| Normal Education |
| Prerequisites and co-requisities |
| none |
| Recommended Optional Programme Components |
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| Course Contents |
| Bu dersin kapsamında; müzakere teknikleri, müzakere planlama ve stratejileri, müzakerelerdeki bireysel /kişisel farklılıklar, müzakerelerde ikna süreci, müzakereler etik yaklaşım konuları incelenecektir. |
| Weekly Detailed Course Contents |
|
| 1 | Purpose and content of negotiation strategies and techniques course | | | | 2 | Purpose and content of negotiation strategies and techniques course | | | | 3 | Negotiation Planning and Strategy | | | | 4 | Negotiation Planning and Strategy | | | | 5 | Major Causes of Conflicts and Solution Strategies in Organizations | | | | 6 | Influence and Persuasion in Negotiations | | | | 7 | Influence and Persuasion in Negotiations | | | | 8 | Midterm exam | | | | 9 | Negotiations And Personal / Individual Differences | | | | 10 | Ethical Problem Solving Techniques in Negotiations | | | | 11 | Ethical Problem Solving Techniques in Negotiations | | | | 12 | Integrative Negotiation and Tactics | | | | 13 | Integrative Negotiation and Tactics | | | | 14 | Interruption of Negotiations and Communication | | | | 15 | Negotiation in International Cultures | | | | 16 | Final Exam | | |
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| Recommended or Required Reading |
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| Planned Learning Activities and Teaching Methods |
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| Assessment Methods and Criteria | |
| Midterm Examination | 1 | 100 | | 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 | | Turkish | | Work Placement(s) | |
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| Workload Calculation |
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| Midterm Examination | 1 | 25 | 25 |
| Final Examination | 1 | 50 | 50 |
| Attending Lectures | 14 | 3 | 42 |
| Homework | 12 | 3 | 36 |
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| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 5 | 4 | 3 | 4 | 3 | 3 | 3 | 4 | 4 | 4 | | LO2 | 4 | 4 | 4 | 4 | 3 | 3 | 4 | 3 | 3 | 4 |
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| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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