Business Administration (English) Preview
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

Course Introduction and Application Information

Course Code:

MNG035

Course Name:

Sales and Negotiation Techniques

Semester:

Spring

Course Credits:

ECTS

Language of instruction:

English

Course Condition:

Does the Course Require Work Experience?:

Type of course:

Departmental Elective

Course Level:

Bachelor

TR-NQF-HE:6. Master`s Degree

QF-EHEA:First Cycle

EQF-LLL:6. Master`s Degree

Mode of Delivery:

Face to face

Course Coordinator:

Prof. Dr. MİNE MUKADDES AFACAN FINDIKLI

Course Lecturer(s):

Kadri Özgüneş

Course Assistants:

Course Objective and Content

Course Objectives:

1. To develop an understanding of the process of negotiation and different negotiation styles
2. To understand basic parameters of different cultures and different types of perceptions
3. To develop an applied understanding of how to communicate in diverse global sales environments
4. To familiarize with recommended strategies on effective negotiation across cultures
5. To learn about the basics of conflict analysis and resolution

Course Content:

This introductory course aims to introduce students to negotiation techniques and to give hints about which methodology or methodologies to follow when faced with both the same and different cultures in terms of sales and negotiation in a world that is increasingly living under one big roof.
The tools and methodologies that should be used for an effective negotiation technique will be explained in this course.

Learning Outcomes

The students who have succeeded in this course;
1) The students will know the negotiation processes and basic negotiation techniques
2) Knows the do's and don'ts before and during negotiation
3) Knows and internalizes the factors that need to be considered in intercultural negotiations
4) Knows how to build an effective sales organization and strategy.
5) Exells the sales and market entry techniques in local and international markets

Course Flow Plan

Week	Subject	Related Preparation
1)	Introduction to Negotiation. Basic terms and notions
2)	What is negotiation?
3)	Cooperation and Competition, Conflict Styles and Outcomes
4)	Biases and Emotions in Negotiations
5)	Positional bargaining and principled negotiation
6)	Trust and Ethics in Negotiations
7)	Negotiation, Conflict and Culture - I
8)	Negotiation, Conflict and Culture - II
9)	Interdependence, trust, concessions and compromises in negotiation
10)	Market research in planning the sales
11)	Performance evaluation and control mechanisms in sales
12)	Cultural impacts in (international) selling
13)	Student Presentations
14)	Student Presentations
15)	Final Exam

Sources

Course Notes / Textbooks:	Ders Notları / Lecturer's notes
References:	Ders Notları / Lecturer's notes

Course - Program Learning Outcome Relationship

Course Learning Outcomes	1	2	3	4	5
Program Outcomes
1) Using other social sciences and mathematics, they have a broad and interdisciplinary perspective on business and management sciences.
1) Using other social sciences and mathematics, they have a broad and interdisciplinary perspective on business and management sciences.	1	1	2	2	3
2) They have knowledge and skills about different functions and interactions of the enterprise.				2	2
3) They can use different theoretical approaches to understanding and solving various business problems.		1		2	2
4) Being aware of the needs of society, they use business knowledge to meet these needs.		2		2
5) They have knowledge depthly about current problems of Turkey and Global Business World’s			2	1	2
6) They can determine the objectives of the institution in which they are involved, taking into account the market needs and economic conditions.				2	2
7) They can solve complex business problems by using various statistical techniques and numerical methods and makes analysis by using statistical programs effectively.		2	1	2
8) They can use a foreign language at least B1 General Level in terms of European Language Portfolio criteria according to the education level of a foreign language.			3
9) They can develops teamwork, negotiation, leadership and entrepreneurship skills.	3	3	3	3	2
10) They have the knowledge of universal ethical values, social responsibility awareness and sufficient level of labor law.	2	3	3	1	1
11) They can identify the individual learning needs and carries out studies to correct them by developing positive attitudes about lifelong learning.				2	2
12) They can express their ideas and solutions both written and orally, and if required they can present and publish them on both national and international platforms.			2		2
13) They use information and communication technologies together with computer software at the advanced level of European Computer Driving License required by the field.

Course - Learning Outcome Relationship

No Effect	1 Lowest	2 Average	3 Highest

	Program Outcomes	Level of Contribution
1)	Using other social sciences and mathematics, they have a broad and interdisciplinary perspective on business and management sciences.
1)	Using other social sciences and mathematics, they have a broad and interdisciplinary perspective on business and management sciences.	2
2)	They have knowledge and skills about different functions and interactions of the enterprise.	1
3)	They can use different theoretical approaches to understanding and solving various business problems.	1
4)	Being aware of the needs of society, they use business knowledge to meet these needs.	1
5)	They have knowledge depthly about current problems of Turkey and Global Business World’s	1
6)	They can determine the objectives of the institution in which they are involved, taking into account the market needs and economic conditions.	1
7)	They can solve complex business problems by using various statistical techniques and numerical methods and makes analysis by using statistical programs effectively.	1
8)	They can use a foreign language at least B1 General Level in terms of European Language Portfolio criteria according to the education level of a foreign language.	1
9)	They can develops teamwork, negotiation, leadership and entrepreneurship skills.	3
10)	They have the knowledge of universal ethical values, social responsibility awareness and sufficient level of labor law.	2
11)	They can identify the individual learning needs and carries out studies to correct them by developing positive attitudes about lifelong learning.	1
12)	They can express their ideas and solutions both written and orally, and if required they can present and publish them on both national and international platforms.	1
13)	They use information and communication technologies together with computer software at the advanced level of European Computer Driving License required by the field.

Assessment & Grading

Semester Requirements	Number of Activities	Level of Contribution
Attendance	14	% 10
Quizzes	4	% 20
Homework Assignments	1	% 30
Final	1	% 40
total		% 100
PERCENTAGE OF SEMESTER WORK		% 60
PERCENTAGE OF FINAL WORK		% 40
total		% 100

Workload and ECTS Credit Calculation

Activities	Number of Activities	Workload
Course Hours	14	56
Study Hours Out of Class	14	14
Homework Assignments	1	10
Quizzes	4	20
Final	1	25
Total Workload		125