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

General course introduction information

Course Code:

UIS304

Course Name:

Cross Cultural Negotiation and Diplomacy

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 :

Prof. Dr. ZEYNEP ALEMDAR

Course Lecturer(s):

Prof. Dr. ZEYNEP ALEMDAR

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;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
1) identify main components of negotiations
2) Discuss how context influences negotiations
3) Analyze the cultural factors that affect negotiations
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)	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) 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) The ability to work effectively in disciplinary and multidisciplinary teams; individual work skill.
12) In order to gain depth at least one, physics knowledge based on chemistry knowledge and mathematics; advanced mathematical knowledge, including multivariable mathematical and differential equations; familiarity with statistics and linear algebra.
13) The ability to work in both thermal and mechanical systems, including the design and implementation of such systems.

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)	The ability to work effectively in disciplinary and multidisciplinary teams; individual work skill.
12)	In order to gain depth at least one, physics knowledge based on chemistry knowledge and mathematics; advanced mathematical knowledge, including multivariable mathematical and differential equations; familiarity with statistics and linear algebra.
13)	The ability to work in both thermal and mechanical systems, including the design and implementation of such systems.

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