| Economics (English) | |||||
| Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 | ||
| Course Code: | ECO024 | ||||
| Course Name: | Sales and Negotiation Techniques | ||||
| Semester: | Spring | ||||
| Course Credits: |
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| Language of instruction: | English | ||||
| Course Condition: | |||||
| Does the Course Require Work Experience?: | No | ||||
| Type of course: | Departmental Elective | ||||
| Course Level: |
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| Mode of Delivery: | Face to face | ||||
| Course Coordinator: | Dr. Öğr. Üy. KADRİ ÖZGÜNEŞ | ||||
| Course Lecturer(s): | Kadri Özgüneş | ||||
| Course Assistants: |
| 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. |
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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 |
| 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 |
| Course Notes / Textbooks: | Ders Notları / Lecturer's notes |
| References: | Ders Notları / Lecturer's notes |
| Course Learning Outcomes | 1 |
2 |
3 |
4 |
5 |
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| Program Outcomes | |||||||||||||
| 1) They have a broad and interdisciplinary perspective on economics using other social sciences and mathematics. | |||||||||||||
| 2) They have knowledge and skill about different functions and interactions of economy. | |||||||||||||
| 3) They use different theoretical approaches to comprehend and solve various economic problems. | |||||||||||||
| 4) They are aware of the needs of society and use their knowledge of economics to meet these needs. | |||||||||||||
| 5) They have in-depth knowledge on the current issues of the Turkish economy and the global economy. | |||||||||||||
| 6) They have in-depth knowledge on the history of the Turkish economy and basic level knowledge on the history of the global economy. | |||||||||||||
| 7) Using various statistical techniques and numerical methods, they establish correct economic models and make analyzes by using statistical programs effectively. | |||||||||||||
| 8) They use a foreign language at least at the B1 General Level in terms of European Language Portfolio criteria according to the level of education. | |||||||||||||
| 9) They improve their skills of teamwork, negotiation, leadership and entrepreneurship. | |||||||||||||
| 10) They have universal ethical values, social responsibility awareness and adequate knowledge of business law. | |||||||||||||
| 11) Being able to develop positive attitudes with regards to lifelong learning, they identify their individual learning needs and carry out studies to fulfil them. | |||||||||||||
| 12) They express their ideas and solution proposals concerning their field both written and orally, and present and publish them on both national and international platforms. | |||||||||||||
| 13) They use information and communication technologies together with a computer software required by the field at least at advanced level of European Computer Driving License . | |||||||||||||
| No Effect | 1 Lowest | 2 Average | 3 Highest |
| Program Outcomes | Level of Contribution | |
| 1) | They have a broad and interdisciplinary perspective on economics using other social sciences and mathematics. | |
| 2) | They have knowledge and skill about different functions and interactions of economy. | |
| 3) | They use different theoretical approaches to comprehend and solve various economic problems. | |
| 4) | They are aware of the needs of society and use their knowledge of economics to meet these needs. | |
| 5) | They have in-depth knowledge on the current issues of the Turkish economy and the global economy. | |
| 6) | They have in-depth knowledge on the history of the Turkish economy and basic level knowledge on the history of the global economy. | |
| 7) | Using various statistical techniques and numerical methods, they establish correct economic models and make analyzes by using statistical programs effectively. | |
| 8) | They use a foreign language at least at the B1 General Level in terms of European Language Portfolio criteria according to the level of education. | |
| 9) | They improve their skills of teamwork, negotiation, leadership and entrepreneurship. | |
| 10) | They have universal ethical values, social responsibility awareness and adequate knowledge of business law. | |
| 11) | Being able to develop positive attitudes with regards to lifelong learning, they identify their individual learning needs and carry out studies to fulfil them. | |
| 12) | They express their ideas and solution proposals concerning their field both written and orally, and present and publish them on both national and international platforms. | |
| 13) | They use information and communication technologies together with a computer software required by the field at least at advanced level of European Computer Driving License . |
| 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 | |
| Activities | Number of Activities | Workload |
| Course Hours | 14 | 56 |
| Homework Assignments | 6 | 16 |
| Quizzes | 8 | 24 |
| Final | 4 | 26 |
| Total Workload | 122 | |