Course Name | Negotiation and Decision Making Process |
Code | Semester | Theory (hour/week) | Application/Lab (hour/week) | Local Credits | ECTS |
---|---|---|---|---|---|
BA 319 | Fall/Spring | 3 | 0 | 3 | 6 |
Prerequisites | None | |||||
Course Language | English | |||||
Course Type | Elective | |||||
Course Level | First Cycle | |||||
Mode of Delivery | - | |||||
Teaching Methods and Techniques of the Course | ||||||
Course Coordinator | ||||||
Course Lecturer(s) | ||||||
Assistant(s) |
Course Objectives | The purpose of this course is to equip students with an academic framework of negotiation in decision making and conflict resolution, and help them acquire hands-on experience through case studies, discussions, and ultimately, a structured final practice session during which students will be able to put to use all that they have learned through the course, as well as their creativity, teamwork and interpersonal skills. This process basically involves using the four elements: time, information, power and skill to achieve the objectives they set out with. They will employ these elements through a system involving strategy, tactics, body language, and give-and-take for the purpose of attaining a preset goal. This goal could be settling a dispute, working out the details of a deal, finalizing the terms and conditions of a sale, applying for and justifying the attainment of a position, etc. |
Learning Outcomes | The students who succeeded in this course;
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Course Description | Lectures, Discussions, Assignments, Practical work, Conflict resolution, Creative solution generation |
Related Sustainable Development Goals | |
| Core Courses | |
Major Area Courses | ||
Supportive Courses | ||
Media and Managment Skills Courses | X | |
Transferable Skill Courses |
Week | Subjects | Required Materials |
1 | Introduction, getting acquainted, laying down principles | Instructor |
2 | Fundamentals of negotiation, communication | Instructor |
3 | Chapter 1: Nature of Negotiation | Read Chapter 1 Case, Lewicki |
4 | Chapter 2: Strategy and Tactics of Distributive Bargaining | Read Chapter 2 Case, Lewicki |
5 | Chapter 2: Strategy and Tactics of Distributive Bargaining | |
6 | Chapter 3: Strategy and Tactics of Intergrative Negotiation | Read Chapter 3 Case, Lewicki |
7 | Chapter 4: Negotiation Strategy and Planning | Read Chapter 4 Case, Lewicki |
8 | Chapter 5: Perception, Cognition and Emotion | Read Chapter 5 Case, Lewicki |
9 | Midterm Exam | |
10 | Chapter 6: Communication | Read Chapter 6 Case, Lewicki |
11 | Chapter 7: Finding and Using Negotiation Power | Read Chapter 7 Case, Lewicki |
12 | Chapter 8: Influence | Read Chapter 8 Case, Lewicki |
13 | Chapter 12: Coalitions and Chapter 13: Multi-Parties and Teams | Read Chapter 12 Case, Lewicki Read Chapter 13 Case, Lewicki |
14 | Midterm 2 | |
15 | Practice Session | |
16 | Review |
Course Notes/Textbooks | Lewicki, Roy J., Saunders, David M., Barry, Bruce, Negotiation, McGraw-Hill, 6th Ed., 2010, Thompson, Leigh L., The Mind |
Suggested Readings/Materials | Lewicki, Roy J., Saunders, David M., Barry, Bruce, Essentials of Negotiation, 6th Edition, Irwin -McGrawHill, 2015 Carrell, Michael R., Heavrin, Christina, Negotiating Essentials, Pearson Prentice Hall, 2008 Corvette, Barbara A. Budjac, Conflict Management, 2007, Pearson Prentice Hall, 2007 Hynes, Geraldine E., Managerial Communication - Strategies and Applications, McGraw-Hill, 2008 |
Semester Activities | Number | Weigthing |
Participation | 1 | 10 |
Laboratory / Application | 1 | 20 |
Field Work | ||
Quizzes / Studio Critiques | 1 | 10 |
Portfolio | ||
Homework / Assignments | 3 | 30 |
Presentation / Jury | ||
Project | ||
Seminar / Workshop | ||
Oral Exam | ||
Midterm | 2 | 30 |
Final Exam | ||
Total |
Weighting of Semester Activities on the Final Grade | 8 | 100 |
Weighting of End-of-Semester Activities on the Final Grade | ||
Total |
Semester Activities | Number | Duration (Hours) | Workload |
---|---|---|---|
Course Hours (Including exam week: 16 x total hours) | 16 | 3 | 48 |
Laboratory / Application Hours (Including exam week: 16 x total hours) | 16 | 2 | |
Study Hours Out of Class | 14 | 2 | 28 |
Field Work | |||
Quizzes / Studio Critiques | 1 | 6 | |
Portfolio | |||
Homework / Assignments | 3 | 10 | |
Presentation / Jury | |||
Project | |||
Seminar / Workshop | |||
Oral Exam | |||
Midterms | 2 | 12 | |
Final Exams | |||
Total | 168 |
# | Program Competencies/Outcomes | * Contribution Level | ||||
1 | 2 | 3 | 4 | 5 | ||
1 | To be able to solve problems with an analytical and holistic viewpoint in the field of business administration. | |||||
2 | To be able to present the findings and solutions to the business problems in written and oral formats. | |||||
3 | To be able to interpret the application of business and economic concepts, and philosophies at the national and international levels. | |||||
4 | To be able to use innovative and creative approach for real-life business situations. | X | ||||
5 | To be able to demonstrate leadership skills in different business situations. | |||||
6 | To be able to interpret the reflections of new technologies and softwares to business dynamics. | |||||
7 | To be able to integrate knowledge gained in the five areas of business administration (marketing, production, management, accounting, and finance) through a strategic perspective. | X | ||||
8 | To be able to act in accordance with the scientific and ethical values in studies related to business administration. | X | ||||
9 | To be able to work efficiently and effectively as a team member. | |||||
10 | To be able to have an ethical perspective and social responsiveness when making and evaluating business decisions. | |||||
11 | To be able to collect data in the area of business administration and communicate with colleagues in a foreign language ("European Language Portfolio Global Scale", Level B1). | |||||
12 | To be able to speak a second foreign at a medium level of fluency efficiently. | |||||
13 | To be able to relate the knowledge accumulated throughout the human history to their field of expertise. |
*1 Lowest, 2 Low, 3 Average, 4 High, 5 Highest