GAZI UNIVERSITY INFORMATION PACKAGE - 2019 ACADEMIC YEAR

COURSE DESCRIPTION
NEGOTIATION TECHNIQUES/UTIC402
Course Title: NEGOTIATION TECHNIQUES
Credits 3 ECTS 7
Semester 8 Compulsory/Elective Compulsory
COURSE INFO
 -- LANGUAGE OF INSTRUCTION
  Turkish
 -- NAME OF LECTURER(S)
  Lecturer Erkan ERTÜRK
 -- WEB SITE(S) OF LECTURER(S)
  
 -- EMAIL(S) OF LECTURER(S)
  e.erturk@gtb.gov.tr
 -- LEARNING OUTCOMES OF THE COURSE UNIT
Have ability to analyze fundamental and main issues about communication in organizations they work in.
Have ability to analyze conflicts on individual, group or company levels in organizations.
Have ability to analyze the issues that effects negotiations in organizations they work in and to manage those negotiations.
Have ability to negotiate in various situations in organizational life and to find solutions.
Have ability to analyze the conflicts and problems that rise while international trading activities are held and in different cultures and to find sol




 -- MODE OF DELIVERY
  The mode of delivery of this course is Face to face
 -- PREREQUISITES AND CO-REQUISITES
  There is no prerequisite or co-requisite for this course.
 -- RECOMMENDED OPTIONAL PROGRAMME COMPONENTS
  There is no recommended optional programme component for this course.
 --COURSE CONTENT
1. Week  Introduction to Negotiation and Negotiation Techniques
2. Week  What is the negotiation? Types of Negotiation
3. Week  Conflicts and Negotiation Styles
4. Week  Features of Effective Negotiator and Negotiation Stages
5. Week  Basic Concepts in Communication and Communication Skills
6. Week  Negotiation Tactics
7. Week  Customs Liability, Taxation Steps, Penalties, Reconciliation, Objection, VAT, Excise Tax
8. Week  Midterm exam
9. Week  Customs Valuation
10. Week  Reconciliation Negotiation Activity Related to Customs Valuation
11. Week  Customs Tariff
12. Week  Reconciliation Negotiation Activity Related to Customs Tariff
13. Week  Origin
14. Week  Reconciliation Negotiation Activity Related to Customs Origin
15. Week  Review
16. Week  Final exam
 -- RECOMMENDED OR REQUIRED READING
  [1] Lewicki,R.J.,Barry,B., Saunders,D.M. (2010) Negotiation, McGraw Hill Publication., [2] Çetin,C. (2009) Müzakere ve Pazarlık Teknikleri”, Beta Yayınevi.
 -- PLANNED LEARNING ACTIVITIES AND TEACHING METHODS
  Lecture, Question & Answer, Drill - Practise, case study
 -- WORK PLACEMENT(S)
  Not Applicable
 -- ASSESSMENT METHODS AND CRITERIA
 
Quantity
Percentage
 Mid-terms
1
20
 Assignment
1
10
 Exercises
0
0
 Projects
1
10
 Practice
0
0
 Quiz
0
0
 Contribution of In-term Studies to Overall Grade  
40
 Contribution of Final Examination to Overall Grade  
60
 -- WORKLOAD
 Efficiency  Total Week Count  Weekly Duration (in hour)  Total Workload in Semester
 Theoretical Study Hours of Course Per Week
14
3
42
 Practising Hours of Course Per Week
0
 Reading
14
4
56
 Searching in Internet and Library
5
5
25
 Designing and Applying Materials
0
 Preparing Reports
3
3
9
 Preparing Presentation
1
2
2
 Presentation
1
1
1
 Mid-Term and Studying for Mid-Term
2
10
20
 Final and Studying for Final
2
10
20
 Other
0
 TOTAL WORKLOAD: 
175
 TOTAL WORKLOAD / 25: 
7
 ECTS: 
7
 -- COURSE'S CONTRIBUTION TO PROGRAM
NO
PROGRAM LEARNING OUTCOMES
1
2
3
4
5
1Having theoretical knowledge in international trade management, international business administration, international logistic international law areas and having ability and professional expertise in terms of implementationX
2Having professional competence in order to be assigned in various private and public sector institutions like national and international trade organizations and unions, economics consultancy offices, under secretariat of foreign trade and foreign trade officesX
3Having knowledge about other disciplines like business administration, economics, law, public administration and international relations that are related to international tradeX
4Being able to behave according to principles of ethical behaviors in all international trade areasX
5Having abilities about issues like information technologies, basic computer programs and foreign language that are needed to perform international trade activities
6Being aware of the economical, political and cultural integrations and systems in his/her country and all over the world, to be able to position the country and organization while performing activates related to his/her areaX
7Beeing capable of identifying problems in his/her field, access to relevant resources, having knowledge about the legislation and abilities to produce scientific knowledge and analyzing-synthesizing abilities to carry out a researchX
8Having knowledge and qualifications to carry out and complete a national and an international projectX
9Carrying out activities relevant to his/her field, having critical, creative and innovative thinking abilitiesX
10Having theoretical and practical knowledge and abilities needed to undertake international trade activities related to export-import, exchange, regional collaborations and organizations, free zone practicesX
11Having knowledge and abilities about transporting, storing, supply chain management, risk analysis and insurance and to carry out national and international logistic activities
12Having basic business administration information about production, management, marketing, accounting, finance and human resources in order to undertake international trade and having abilities about quantitative methods that help to have this knowledgeX
13Pursuing and applying legislation information about national and international trade law, public law and private law in order to manage international trade operations