MAR657 - NEGOTIATION TECHNIQUES IN SALES
| Course Name | Code | Semester | Theory (hours/week) |
Application (hours/week) |
Credit | ECTS |
|---|---|---|---|---|---|---|
| NEGOTIATION TECHNIQUES IN SALES | MAR657 | 3rd Semester | 3 | 0 | 3 | 6 |
| Prequisites | None | |||||
| Course language | Turkish | |||||
| Course type | Elective | |||||
| Mode of Delivery | Face-to-Face | |||||
| Learning and teaching strategies | Lecture Discussion Preparing and/or Presenting Reports | |||||
| Instructor (s) | Marketing Department Members | |||||
| Course objective | This course aims to develop the students understanding of the principles, strategies, and tactics of effective negotiation. You will also increase awareness and understanding of ethical principles and considerations that influence the choices offered and made in relationships. | |||||
| Learning outcomes |
| |||||
| Course Content | Conflict management, perception, distributive bargaining and integrative negotiation, ethics,persuasion during the sales, individual differences (gender & personality) and cuture effects on negotiation process . | |||||
| References | - Lewicki, R.J., Barry, B. & Saunders, D. M (2010). Negotiation 6th ed. McGraw- Hill International: Boston. | |||||
Course outline weekly
| Weeks | Topics |
|---|---|
| Week 1 | Introduction to the nature of negotiation |
| Week 2 | conflict management |
| Week 3 | Perception cognition and emotion during the sales |
| Week 4 | Communication, Non verbal communication |
| Week 5 | Strategy and Tactics of distributive bargaining |
| Week 6 | Mid-term exam |
| Week 7 | Strategy and Tactics of integrative negotiation |
| Week 8 | Persuasion |
| Week 9 | Ethics in negotiation |
| Week 10 | Individual differences in negotiation : Gender and negotiation |
| Week 11 | Personality and negotiation |
| Week 12 | Culture and negotiation |
| Week 13 | Culture and negotiation |
| Week 14 | Human Resources and negotiation |
| Week 15 | Recitation |
| Week 16 | Final exam |
Assesment methods
| Course activities | Number | Percentage |
|---|---|---|
| Attendance | 14 | 5 |
| Laboratory | 0 | 0 |
| Application | 0 | 0 |
| Field activities | 0 | 0 |
| Specific practical training | 0 | 0 |
| Assignments | 0 | 0 |
| Presentation | 1 | 10 |
| Project | 1 | 20 |
| Seminar | 0 | 0 |
| Midterms | 1 | 25 |
| Final exam | 1 | 40 |
| Total | 100 | |
| Percentage of semester activities contributing grade succes | 17 | 60 |
| Percentage of final exam contributing grade succes | 1 | 40 |
| Total | 100 | |
WORKLOAD AND ECTS CALCULATION
| Activities | Number | Duration (hour) | Total Work Load |
|---|---|---|---|
| Course Duration (x14) | 14 | 3 | 42 |
| Laboratory | 0 | 0 | 0 |
| Application | 0 | 0 | 0 |
| Specific practical training | 0 | 0 | 0 |
| Field activities | 0 | 0 | 0 |
| Study Hours Out of Class (Preliminary work, reinforcement, ect) | 12 | 6 | 72 |
| Presentation / Seminar Preparation | 1 | 30 | 30 |
| Project | 1 | 35 | 35 |
| Homework assignment | 0 | 0 | 0 |
| Midterms (Study duration) | 1 | 18 | 18 |
| Final Exam (Study duration) | 1 | 30 | 30 |
| Total Workload | 30 | 122 | 227 |
Matrix Of The Course Learning Outcomes Versus Program Outcomes
| D.9. Key Learning Outcomes | Contrubition level* | ||||
|---|---|---|---|---|---|
| 1 | 2 | 3 | 4 | 5 | |
| 1. Conducts novel and ethical research on business, reports outcomes in a critical manner. | X | ||||
| 2. Solves problems via appropriate softwares, adapts to new methods and software. | X | ||||
| 3. Has managerial and leadership skills to identify problems, objectives and strategic plans for organizational progress with a critical point of view. | X | ||||
| 4. Plays an active role in projects, analyses relationship between stakeholders accurately, motivates and manages all stakeholders through effective language skills. | X | ||||
| 5. Has necessary communication skills to manage verbal and written communication. | X | ||||
| 6. Analyses and uses contemporary and advanced knowledge in relation with information from different areas. | X | ||||
| 7. Progresses continuously and transfers the experience in both written and verbal ways. | X | ||||
| 8. Through anticipation and strategic thinking, plays an active role in organizational decision making process. | X | ||||
| 9. Uses knowledge in consistency with the ethical, social and international values in an unbiased manner. | X | ||||
| 10. Has expertise on the multi-disciplinary nature of management and related fields. | X | ||||
| 11. Approaches problems with a wide strategic perspective, self-develops continuously. | X | ||||
| 12. Shares novel studies, is up to date both in knowledge and personal network. | X | ||||
*1 Lowest, 2 Low, 3 Average, 4 High, 5 Highest