| Academic Unit: |
Business Administration |
| Mode of Delivery: |
Face to face |
| Prerequisites: |
None |
| Language of Instruction: |
English |
| Level of Course Unit: |
Undergraduate |
| Course Coordinator: |
- - |
| Course Objectives: |
The main objective of this course is to increase the knowledge, awareness, and skills in conflict management, negotiation, and decision making processes. |
| Course Contents: |
In this course, negotiation and decision making processes will be studied. Concepts and techniques related to individual and group decision making, rational decision making, creative problem solving, verbal/non-verbal communication, conflict management, negotiations, agreements, third party intervention will be explained, using real and hypothetical cases. |
| Learning Outcomes of the Course Unit (LO): |
- 1- Knowledge of the basic concepts related to negotiation and decision-making
- 2- Knowledge of negotiation styles and tactics
- 3- Understanding of different decision making techniques
- 4- Understanding of creative problem solving techniques
- 5- Understanding of obstacles before agreement and ways of overcoming them
|
| Planned Learning Activities and Teaching Methods: |
Lectures, case analyses, group work, exercises |
| Week | Subjects | Related Preperation |
| 1 |
Introduction to negotiation and decision making |
Thompson, Ch.1 |
| 2 |
Preparation before negotiation |
Thompson, Ch.2 |
| 3 |
Distributive negotiation |
Thompson, Ch.3 |
| 4 |
Integrative negotiation |
Thompson, Ch.4 |
| 5 |
Rational decision-making |
Thompson, Appendix 1 |
| 6 |
Negotiating styles |
Thompson, Ch.5 |
| 7 |
Trust and building relationships |
Thompson, Ch.6 |
| 8 |
Power, gender, ethics |
Thompson, Ch.7 |
| 9 |
Creativity and problem-solving |
Thompson, Ch.8 |
| 10 |
Non-verbal communication |
Thompson, Appendix 2 |
| 11 |
Multiple parties, coalitions, teams |
Thompson, Ch.9 ve Appendix 3 |
| 12 |
Cross-cultural negotiation |
Thompson, Ch.10 |
| 13 |
Social dilemmas |
Thompson, Ch.11 |
| 14 |
Using information technology |
Thompson, Ch.12 |
At Kadir Has University, a Semester is 14 weeks; The weeks 15 and 16 are reserved for final exams.
THE RELATIONSHIP BETWEEN COURSE LEARNING OUTCOMES (LO) AND PROGRAM QUALIFICATIONS (PQ)
| # |
PQ1 |
PQ2 |
PQ3 |
PQ4 |
PQ5 |
PQ6 |
PQ7 |
PQ8 |
PQ9 |
| LO1 |
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| LO2 |
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| LO3 |
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| LO4 |
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| LO5 |
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Contribution: 1 Low, 2 Average, 3 High
