BA5222 NEGOTIATION PROCESS
| Course Code: | 3125222 |
| METU Credit (Theoretical-Laboratory hours/week): | 3 (3.00 - 0.00) |
| ECTS Credit: | 8.0 |
| Department: | Business Administration |
| Language of Instruction: | English |
| Level of Study: | Graduate |
| Course Coordinator: | Assist.Prof.Dr HANDE AYAYDIN HACIÖMEROĞLU |
| Offered Semester: | Fall Semesters. |
Course Objectives
This course is designed to provide students with a foundation of knowledge of the concepts and terminology used in negotiation. The process of negotiation is explored, from preparation to bargaining and coming to an agreement. Exercises and case studies permit students to apply concepts to various negotiation scenarios.
Course Content
The viewpoint that the manager is a negotiator is emphasized. Negotiation structure, planning for negotiation, aggressive,, consultative,, distributive and negative negotiations are analyzed, and various heuristics are developed. Cases and exercises in this area are used to build the necessary understanding and skills.
Course Learning Outcomes
By completing this course, students will be able to:
- Explain the terminology used in negotiation.
- Describe the process of negotiation.
- Differentiate between integrative and distributive negotiation.
- Discuss how conflict and dispute resolution tools and techniques are used in negotiation.
Program Outcomes Matrix
| Level of Contribution | |||||
| # | Program Outcomes | 0 | 1 | 2 | 3 |
| 1 | They attain advanced level of knowledge in the functional areas of business administration such as strategic management, marketing, accounting, finance, organization management, human resources, and operations management. | ✔ | |||
| 2 | They are capable of synthesizing the knowledge that they attained in the area of business administration with the knowledge base that they developed in their undergraduate specialisms. | ✔ | |||
| 3 | They are capable of identifying and analyzing legal, environmental and social factors, which influence the basic functional areas of the business administration. | ✔ | |||
| 4 | They understand and implement rational, systematic and scientific approaches effectively in problem solving and decision-making processes. | ✔ | |||
| 5 | They are capable of applying, analyzing, synthesizing and evaluating the knowledge they developed in diverse fields efficiently. | ✔ | |||
| 6 | They are capable of transferring information by using efficient verbal and written communication techniques. | ✔ | |||
| 7 | They are capable of performing professional communication effectively also in English. | ✔ | |||
| 8 | They know methods of performing efficient teamwork. | ✔ | |||
| 9 | They are capable of understanding and synthesizing academic and scientific research in their areas and able to transform such research into useful knowledge. | ✔ | |||
| 10 | They have competence in all of the stages of scientific research and processes. | ✔ | |||
| 11 | They are knowledgeable in the areas of professional ethics and responsibility. | ✔ | |||
| 12 | They are capable of utilizing their knowledge and skills efficiently in global and multicultural contexts. | ✔ | |||
| 13 | They are knowledgeable in the issues of environment, social responsibility, social justice, quality and cultural values. | ✔ | |||
| 14 | They have a creative, innovative and critical perspective. | ✔ | |||
0: No Contribution 1: Little Contribution 2: Partial Contribution 3: Full Contribution