ISTANBUL OKAN UNIVERSITY INFORMATION PACKAGE / COURSE CATALOGUE
| Energy Systems Engineering (English) | |||||
| Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 | ||
General course introduction information
| Course Code: | IRL304 | ||||||||
| Course Name: | Cross Cultural Negotiation and Diplomacy | ||||||||
| Course Semester: | Fall | ||||||||
| Course Credits: |
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| Language of instruction: | EN | ||||||||
| Course Requisites: | |||||||||
| Does the Course Require Work Experience?: | No | ||||||||
| Type of course: | Compulsory | ||||||||
| Course Level: |
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| Mode of Delivery: | Face to face | ||||||||
| Course Coordinator : | Prof. Dr. ZEYNEP ALEMDAR | ||||||||
| Course Lecturer(s): |
Prof. Dr. ZEYNEP ALEMDAR |
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| Course Assistants: |
Course Objective and Content
| Course Objectives: | This course aims to prepare students for the challenges of negotiations that they will encounter in every step of professional life. We will analyze how negotiations are made, whether and how cultural factors affect negotiations, and we would read the accounts of successful and unsuccessful negotiations. At the end of this class, students are expected to be able to identify main components of negotiations, discuss how context influences negotiations, and analyze the cultural factors that affect negotiations. |
| Course Content: | Negotiation; Culture; How to Negotiate with Different Cultures; Negotiating Types and Styles;; Multilateral and Coalition Negotiations; Mediation; Role of Culture in Mediation; Commercial Negotiations; Special Issues in Negotiation and Cases of Negotiation. |
Learning Outcomes
The students who have succeeded in this course;
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Lesson Plan
| Week | Subject | Related Preparation |
| 1) | Introduction | |
| 2) | Culture and Negotiation | Cohen, Chapters 1 and 2 |
| 3) | Culture and Negotiation | Cohen, Chapter 4 |
| 4) | Managing Difficult Interactions | Cohen, Chapter 3 |
| 5) | Managing Difficult Interactions | Cohen, Chapter 11 |
| 6) | Negotiation Styles, Communication Behaviors | |
| 7) | Midterm | |
| 8) | Cross-cultural Negotiation | |
| 9) | Cross-cultural Negotiation Book/Documentary/ Movie Reports Due | |
| 10) | Cross-cultural Negotiation and Diplomacy | Cohen, Chapter 6 |
| 11) | Cross-cultural Negotiation and Diplomacy | Cohen, Chapter 7 |
| 12) | Cross-cultural Negotiation and Diplomacy | Cohen, Chapter 8 |
| 13) | Cross-cultural Negotiation and Diplomacy | Cohen, Chapter 8 |
| 14) | Cross-cultural Negotiation and Diplomacy | Cohen, Chapters 9 and 10 |
| 15) | Final Exams |
Sources
| Course Notes / Textbooks: | Zor Etkileşimleri Yönetmek, Harvard Business School Press 2009. Raymond Cohen, Negotiating Across Cultures: International Communication in an Interdependent World, Washington D.C.: US Institute of Peace Press, 2007. |
| References: | Yok-None |
Course-Program Learning Outcome Relationship
| Learning Outcomes | 1 |
2 |
3 |
|---|---|---|---|
| Program Outcomes | |||
| 1) Closed Department |
Course - Learning Outcome Relationship
| No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
| Program Outcomes | Level of Contribution | |
| 1) | Closed Department |
Learning Activity and Teaching Methods
| Expression | |
| Individual study and homework | |
| Lesson | |
| Reading | |
| Homework | |
| Q&A / Discussion |
Assessment & Grading Methods and Criteria
| Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing) | |
| Homework | |
| Presentation |
Assessment & Grading
| Semester Requirements | Number of Activities | Level of Contribution |
| Project | 1 | % 25 |
| Midterms | 1 | % 30 |
| Final | 1 | % 45 |
| total | % 100 | |
| PERCENTAGE OF SEMESTER WORK | % 55 | |
| PERCENTAGE OF FINAL WORK | % 45 | |
| total | % 100 | |
Workload and ECTS Credit Grading
| Activities | Number of Activities | Workload |
| Course Hours | 15 | 45 |
| Project | 15 | 45 |
| Midterms | 15 | 45 |
| Final | 15 | 45 |
| Total Workload | 180 | |