Industrial Engineering | |||||
Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 |
Course Code: | UIS304 | ||||||||
Course Name: | Cross Cultural Negotiation and Diplomacy | ||||||||
Course Semester: | Fall | ||||||||
Course Credits: |
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Language of instruction: | TR | ||||||||
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 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. |
The students who have succeeded in this course;
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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 |
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 |
Learning Outcomes | 1 |
2 |
3 |
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Program Outcomes | ||||||||||
1) Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems. | ||||||||||
2) Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose. | ||||||||||
3) Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety issues, and social and political issues according to the nature of the design.) | ||||||||||
4) Ability to devise, select, and use modern techniques and tools needed for engineering practice; ability to employ information technologies effectively. | ||||||||||
5) Ability to design and conduct experiments, gather data, analyse and interpret results for investigating engineering problems. | ||||||||||
6) Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually. | ||||||||||
7) Ability to communicate effectively i Turkish, both orally and in writing; knowledge of a minimum of one foreign language. | ||||||||||
8) Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself. | ||||||||||
9) Awareness of professional and ethical responsibility. | ||||||||||
10) Information about business life practices such as project management, risk management, and change management; awareness of entrepreneurship, innovation, and sustainable development. | ||||||||||
11) Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions. |
No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
Program Outcomes | Level of Contribution | |
1) | Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems. | |
2) | Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose. | |
3) | Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety issues, and social and political issues according to the nature of the design.) | |
4) | Ability to devise, select, and use modern techniques and tools needed for engineering practice; ability to employ information technologies effectively. | |
5) | Ability to design and conduct experiments, gather data, analyse and interpret results for investigating engineering problems. | |
6) | Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually. | |
7) | Ability to communicate effectively i Turkish, both orally and in writing; knowledge of a minimum of one foreign language. | |
8) | Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself. | |
9) | Awareness of professional and ethical responsibility. | |
10) | Information about business life practices such as project management, risk management, and change management; awareness of entrepreneurship, innovation, and sustainable development. | |
11) | Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions. |
Expression | |
Individual study and homework | |
Lesson | |
Reading | |
Homework | |
Q&A / Discussion |
Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing) | |
Homework | |
Presentation |
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 |
Activities | Number of Activities | Workload |
Course Hours | 15 | 45 |
Project | 15 | 45 |
Midterms | 15 | 45 |
Final | 15 | 45 |
Total Workload | 180 |