FACULTY OF BUSINESS

Department of Business Administration

BA 319 | Course Introduction and Application Information

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;
  • 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

 



Course Category

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

 

WEEKLY SUBJECTS AND RELATED PREPARATION STUDIES

Week Subjects Related Preparation
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

 

EVALUATION SYSTEM

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 Exams
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

ECTS / WORKLOAD TABLE

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
2
32
Study Hours Out of Class
14
2
28
Field Work
0
Quizzes / Studio Critiques
1
6
6
Portfolio
0
Homework / Assignments
3
10
30
Presentation / Jury
0
Project
0
Seminar / Workshop
0
Oral Exam
0
Midterms
2
12
24
Final Exam
0
    Total
168

 

COURSE LEARNING OUTCOMES AND PROGRAM QUALIFICATIONS RELATIONSHIP

#
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

 


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