BA 319 | Course Introduction and Application Information - Department of Business Administration

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	face to face
Teaching Methods and Techniques of the Course	Discussion Group Work Lecture / Presentation
National Occupation Classification	-
Course Coordinator	Prof. Dr. Gülem ATABAY
Course Lecturer(s)	Öğr. Gör. Dr. Özgün ÇEKİÇ
Assistant(s)	Araş. Gör. Zeynep Göksu Beşkaya

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; Utilize their knowledge and skills in negotiation Assess circumstances related to conflicts Establish and assess negotiation strategies and tactics towards achieving goals in a variety of negotiation situations Use negotiation as a tool in decision making processes Identify and develop, as necessary, distributive and integrative situations and possibly convert distibutive circumstances to integrative Talk about different approaches to negotiation, different types of negotiators and the methods they may apply, and how to counter these and work towards a solution that will be beneficial to all parties involved
Course Description	Lectures, Discussions, Assignments, Practical work, Conflict resolution, Creative solution generation
Related Sustainable Development Goals

Course Category	Core Courses
	Major Area Courses
	Supportive Courses
	Media and Management Skills Courses	X
	Transferable Skill Courses

Week	Subjects	Related Preparation
1	Introduction, sharing expectations about the course
2	The fundamental concepts of negotiation and decision making	Read Chapter 1, Lewicki
3	Preparation for the negotiation process	Read Chapter 1 Case, Lewicki
4	Communication skills and active listening	Read Chapter 2 Case, Lewicki
5	Chapter 2: Strategy and Tactics of Distributive Bargaining	Read Chapter 2, Lewicki
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	Midterm
9	Chapter 5: Perception, Cognition and Emotion	Read Chapter 5 Case, Lewicki
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	Presentation of group works
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

Kessler, E. H. (Ed.). (2013). Encyclopedia of management theory. Sage Publications.

Arkes, H. R., Bar-Hillel, M., Beach, L. R., Brehmer, B., Brett, J. B., Castellan Jr, N. J., & Edwards, W. (1991). Organizational behavior and human decision processes.

Kraus, S. (2001). Automated negotiation and decision making in multiagent environments. In ECCAI advanced course on artificial intelligence (pp. 150-172). Berlin, Heidelberg: Springer Berlin Heidelberg.Gates, S. (2022). The negotiation book: Your definitive guide to successful negotiating. John Wiley & Sons.

Putnam, L. L., & Roloff, M. E. (Eds.). (1992). Communication and negotiation (Vol. 20). Sage.

Raiffa, H. (2007). Negotiation analysis: The science and art of collaborative decision making. Harvard University Press.

Gelfand, M. J., & Brett, J. M. (2004). The handbook of negotiation and culture. Stanford University Press.

Starkey, B., Boyer, M. A., & Wilkenfeld, J. (2005). Negotiating a complex world: An introduction to international negotiation. Rowman & Littlefield Publishers.

Hynes, Geraldine E., Managerial Communication - Strategies and Applications, McGraw-Hill, 2008

Semester Activities	Number	Weigthing
Participation	1	10
Laboratory / Application
Field Work
Quizzes / Studio Critiques
Portfolio
Homework / Assignments	1	20
Presentation / Jury	1	20
Project	1	10
Seminar / Workshop
Oral Exams
Midterm	1	20
Final Exam	1	20
Total

Weighting of Semester Activities on the Final Grade	7	80
Weighting of End-of-Semester Activities on the Final Grade	1	20
Total

Semester Activities	Number	Duration (Hours)	Workload
Theoretical Course Hours (Including exam week: 16 x total hours)	16	3	48
Laboratory / Application Hours (Including exam week: '.16.' x total hours)	16		0
Study Hours Out of Class	16	2	32
Field Work			0
Quizzes / Studio Critiques			0
Portfolio			0
Homework / Assignments	2	10	20
Presentation / Jury	1	14	14
Project	1	16	16
Seminar / Workshop			0
Oral Exam			0
Midterms	1	20	20
Final Exam	1	22	22
		Total	172

#	Program Competencies/Outcomes	* Contribution Level
#	Program Competencies/Outcomes	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.	-	-	-	-	-