Automotive Engineering (English)
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

General course introduction information

Course Code:

ITRD205

Course Name:

Trade Negotiation

Course Semester:

Fall

Course Credits:

Theoretical	Practical	Credit	ECTS
3	0	3	6

Language of instruction:

Course Requisites:

Does the Course Require Work Experience?:

Type of course:

Compulsory

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 :

Dr.Öğr.Üyesi ZEYNEP IYILER

Course Lecturer(s):

Dr. Hakan ÇORA
Öğr.Gör. MEHMET NAİL ŞENCAN

Course Assistants:

Course Objective and Content

Course Objectives:

Explains the fundementals of sales, negotiations and business communication
Analysis different cultures in international trade
Enlists effective negotiation methods and steps of sale
Explains business communication capabilities

Course Content:

1st week- Explanation of course content
2nd week-Definition of Sales organization.
Definition of Business communication.
Definition of Negotiation.
Management of sales, negotiation and communication

3rd week-
• Express development and role of selling in marketing.
• List sales strategies.
• Express sales environment.
• Describe consumer and organizational buyer behavior.
• Discuss sales settings.

4th week-• Express sales responsibilities and preparation.
• Analyze personal selling skills.
• Identify key account management.
• Express relationship selling.
• Express direct marketing.
5th week- • Analyze recruitment and selection process.
• Express the role of motivation and training.
• Express the importance of organizing sales department.
• Express role of sales control.
• Define sales forecasting and budgeting.
• Identify managing salesforce evaluation.
6th week-
• Express the role of professional communication in today’s digital, social, mobile world.
• Define collaboration, interpersonal communication, and business etiquette.
• Analyze business messages.
7th week-
Learning the importance of professional communication in today’s digital, social, and mobile world.
Learning to manage collaboration, interpersonal communication, and business etiquette.
Planning business messages and writing.
Finishing business messages.

8th week-
• Explain the way for crafting messages for digital channels.
• Explain the way for writing routine and positive messages.
• Explain the way for writing negative messages.
• Explain the way for writing persuasive messages.
• Explain the way for listening actively.
9th week-
• Explain how to prepare reports and proposals.
• Identify how to plan reports and proposals.
• Describe how to write reports and proposals.
• Define how to complete reports and proposals.
• Explain the role of business presentations.
10th week
• Express importance of business presentations.
• Identify how to develop business presentations.
• Explain how to deliver business presentations.
• Define how to build careers and write résumés.
• Define how to apply and interview for employment.
11th week-
• Explain essentials of negotiation.
• Describe dispute resolution.
• Identify the importance of negotiation in the context of international trade.
• Explain the language of negotiation.
• Classify different types of conflict management.
12th week- • Describe negotiation processes.
• Describe distributive negotiations.
• Explain integrative negotiations.
• Identify conflict and dispute resolution.
• Explain how to understand yourself in negotiation process
13th week-• Explain the way of communicating in negotiation.
• Identify the role of persuasion in negotiation.
• Describe the importance of persuasion in negotiation.
• Explain the nature of the relationship in negotiating and resolving disputes.
• Explain how to apply these techniques.
14th week
• Explain international negotiations.
• Describe cross cultural issues.
• Analyze team negotiations.
• Analyze multi party negotiations.

Learning Outcomes

The students who have succeeded in this course;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
1) At the end of this course the students will be able to; • describe and discuss the various factors necessary for cultivating a business in a diverse global environment, including: the free enterprise system; economics and globalization; ethics and social responsibility
2) • describe the role of product, price, place and promotion in marketing
3) • recognize the key areas of money, finance and investments
4) • describe and apply key aspects of managing a business, including leadership; management and employee empowerment
5) • distinguish among the various forms of business ownership and various ways of getting a business started
6) • examine and reflect upon personal strengths and weaknesses as it relates to entrepreneurial tendencies
7) • utilize computer skills through the Internet, word processing, and other software
8) • communicate effectively through written and oral presentation assignments
9) • demonstrate business problem-solving skills by work effectively as a team member through team projects, case studies and problem analysis
2 - Skills
Cognitive - Practical
3 - Competences
Communication and Social Competence
Learning Competence
Field Specific Competence
Competence to Work Independently and Take Responsibility

Lesson Plan

Week	Subject	Related Preparation
1)	• Syllabus. • Explain the course content. • Explain the scope and content of the course.	Homework: Giving the reading list.
2)	• Discuss international sales environment • Define international trade environment. • Analyze Turkish economy and business culture. • List international organizations in the field of export assistance. • List national organizations in the field of export assistance. • Explain the role of human resources in international trade.	Homework: Searching internet to find best practices on sales, communication and negotiation and report next week.
3)	• Analyze sales perspective and sales environment. • Express development and role of selling in marketing. • List sales strategies. • Express sales environment. • Describe consumer and organizational buyer behavior. • Discuss sales settings.	Project: Finding and visiting a company in groups to identify sales techniques.
4)	• Classify sales techniques. • Express sales responsibilities and preparation. • Analyze personal selling skills. • Identify key account management. • Express relationship selling. • Express direct marketing. • Express the role of internet and IT applications in selling and sales management.	Homework: Delivering best practices to discuss next week and prepare a presentation.
5)	• Describe sales management and sales control. • Analyze recruitment and selection process. • Express the role of motivation and training. • Express the importance of organizing sales department. • Express role of sales control. • Define sales forecasting and budgeting. • Identify managing salesforce evaluation.	Homework: Giving the reading list on business communication.
6)	• Express business communication. • Express the role of professional communication in today’s digital, social, mobile world. • Define collaboration, interpersonal communication, and business etiquette. • Analyze business messages.	Homework: Preparing a business message and writing.
7)	• Classify different types of business messages. • Explain the way for crafting messages for digital channels. • Explain the way for writing routine and positive messages. • Explain the way for writing negative messages. • Explain the way for writing persuasive messages. • Explain the way for listening actively.	Homework: Preparing role playing for next week.
8)	• Analyze sales reports and proposals. • MIDTERM EXAM. • Explain how to prepare reports and proposals. • Identify how to plan reports and proposals. • Describe how to write reports and proposals. • Define how to complete reports and proposals. • Explain the role of business presentations.	none
9)	• Analyze business presentations and resumes. • Express importance of business presentations. • Identify how to develop business presentations. • Explain how to deliver business presentations. • Define how to build careers and write résumés. • Define how to apply and interview for employment.	Homework: Selecting a topic and preparing business presentation for the 11th week.
10)	• Explain negotiation and dispute resolution. • Explain essentials of negotiation. • Describe dispute resolution. • Identify the importance of negotiation in the context of international trade. • Explain the language of negotiation. • Classify different types of conflict management.	Homework: Giving the reading list.
11)	• Classify negotiation process and types of negotiations • Describe negotiation processes. • Describe distributive negotiations. • Explain integrative negotiations. • Identify conflict and dispute resolution. • Explain how to understand yourself in negotiation process.	Homework: Organizing in teams and preparing role playing for the week of 13th.
12)	• Describe Interpersonal/Contextual Characteristics • Explain the way of communicating in negotiation. • Identify the role of persuasion in negotiation. • Describe the importance of persuasion in negotiation. • Explain the nature of the relationship in negotiating and resolving disputes. • Explain how to apply these techniques.	Assignment: Giving an article to read.
13)	• Describe international negotiations and different applications. • Explain international negotiations. • Describe cross cultural issues. • Analyze team negotiations. • Analyze multi party negotiations.	Assignment: Finding and interviewing a company.
14)	• Explain negotiation and dispute resolution applications/ Connecting sales, business communication and negotiation. • Explain the negotiating in the workplace. • Explain the negotiating the purchase of an item. • Describe negotiating the sale of an item. • Identify sales essentials. • Identify business communication essentials. • Identify negotiation essentials.	none.
15)	FINAL EXAM	none

Sources

Course Notes / Textbooks:	Lecturer's notes prepared from sections given in References
References:	Selling and Sales Management, David Jobber, Geoffrey Lancaster, 10th Edition, Mar 2015 ISBN: 9781292078007 Business Communication Essentials, Courtland Bovee, John Thill, 7th Edition, Jun 2015, ISBN: 9781292093260 NEGOTIATION-SEVENTH EDITION-ROY J. LEWICKI, DAVID M. SAUNDERS, BRUCE BARRY

Course-Program Learning Outcome Relationship

Learning Outcomes	1	2	3	4	5	6	7	8	9
Program Outcomes
1) Sufficient knowledge in mathematics, science and engineering related to their branches; and the ability to apply theoretical and practical knowledge in these areas to model and solve engineering problems.
2) The ability to identify, formulate, and solve complex engineering problems; selecting and applying appropriate analysis and modeling methods for this purpose.
3) The ability to design a complex system, process, device or product under realistic constraints and conditions to meet specific requirements; the ability to apply modern design methods for this purpose. (Realistic constraints and conditions include such issues as economy, environmental issues, sustainability, manufacturability, ethics, health, safety, social and political issues, according to the nature of design.)
4) Ability to develop, select and use modern techniques and tools necessary for engineering applications; ability to use information technologies effectively.
5) Ability to design experiments, conduct experiments, collect data, analyze and interpret results to examine engineering problems or discipline-specific research topics.
6) The ability to work effectively in disciplinary and multidisciplinary teams; individual work skill.
7) Effective communication skills in Turkish oral and written communication; at least one foreign language knowledge; ability to write effective reports and understand written reports, to prepare design and production reports, to make effective presentations, to give and receive clear and understandable instructions.
8) Awareness of the need for lifelong learning; access to knowledge, ability to follow developments in science and technology, and constant self-renewal.
9) Conform to ethical principles, and standards of professional and ethical responsibility; be informed about the standards used in engineering applications.
10) Awareness of applications in business, such as project management, risk management and change management; awareness of entrepreneurship, and innovation; information about sustainable development.
11) Information about the universal and social health, environmental and safety effects of engineering applications and the ways in which contemporary problems are reflected in the engineering field; awareness of the legal consequences of engineering solutions.
12) Knowledge on advanced calculus, including differential equations applicable to automotive engineering; familiarity with statistics and linear algebra; knowledge on chemistry, calculus-based physics, dynamics, structural mechanics, structure and properties of materials, fluid dynamics, heat transfer, manufacturing processes, electronics and control, design of vehicle elements, vehicle dynamics, vehicle power train systems, automotive related regulations and vehicle validation/verification tests; ability to integrate and apply this knowledge to solve multidisciplinary automotive problems; ability to apply theoretical, experimental and simulation methods and, computer aided design techniques in the field of automotive engineering; ability to work in the field of vehicle design and manufacturing.

Course - Learning Outcome Relationship

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Sufficient knowledge in mathematics, science and engineering related to their branches; and the ability to apply theoretical and practical knowledge in these areas to model and solve engineering problems.
2)	The ability to identify, formulate, and solve complex engineering problems; selecting and applying appropriate analysis and modeling methods for this purpose.
3)	The ability to design a complex system, process, device or product under realistic constraints and conditions to meet specific requirements; the ability to apply modern design methods for this purpose. (Realistic constraints and conditions include such issues as economy, environmental issues, sustainability, manufacturability, ethics, health, safety, social and political issues, according to the nature of design.)
4)	Ability to develop, select and use modern techniques and tools necessary for engineering applications; ability to use information technologies effectively.
5)	Ability to design experiments, conduct experiments, collect data, analyze and interpret results to examine engineering problems or discipline-specific research topics.
6)	The ability to work effectively in disciplinary and multidisciplinary teams; individual work skill.
7)	Effective communication skills in Turkish oral and written communication; at least one foreign language knowledge; ability to write effective reports and understand written reports, to prepare design and production reports, to make effective presentations, to give and receive clear and understandable instructions.
8)	Awareness of the need for lifelong learning; access to knowledge, ability to follow developments in science and technology, and constant self-renewal.
9)	Conform to ethical principles, and standards of professional and ethical responsibility; be informed about the standards used in engineering applications.
10)	Awareness of applications in business, such as project management, risk management and change management; awareness of entrepreneurship, and innovation; information about sustainable development.
11)	Information about the universal and social health, environmental and safety effects of engineering applications and the ways in which contemporary problems are reflected in the engineering field; awareness of the legal consequences of engineering solutions.
12)	Knowledge on advanced calculus, including differential equations applicable to automotive engineering; familiarity with statistics and linear algebra; knowledge on chemistry, calculus-based physics, dynamics, structural mechanics, structure and properties of materials, fluid dynamics, heat transfer, manufacturing processes, electronics and control, design of vehicle elements, vehicle dynamics, vehicle power train systems, automotive related regulations and vehicle validation/verification tests; ability to integrate and apply this knowledge to solve multidisciplinary automotive problems; ability to apply theoretical, experimental and simulation methods and, computer aided design techniques in the field of automotive engineering; ability to work in the field of vehicle design and manufacturing.

Learning Activity and Teaching Methods

Expression
Individual study and homework
Lesson
Group study and homework
Reading
Problem Solving
Project preparation
Q&A / Discussion

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)
Homework
Application
Individual Project
Group project
Presentation

Assessment & Grading

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

Workload and ECTS Credit Grading

Activities	Number of Activities	Duration (Hours)	Workload
Course Hours	15	3	45
Study Hours Out of Class	15	6	90
Homework Assignments	5	2	10
Quizzes	1	1	1
Midterms	1	10	10
Final	1	21	21
Total Workload			177