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: | UTIC205 | ||||||||
| Course Name: | Trade Negotiation | ||||||||
| 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 : | Dr.Öğr.Üyesi AYŞE NUR TOPÇUOĞLU | ||||||||
| Course Lecturer(s): |
Dr.Öğr.Üyesi AYŞE NUR TOPÇUOĞLU Öğr.Gör. MEHMET NAİL ŞENCAN |
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| Course Assistants: |
Course Objective and Content
| Course Objectives: | International trade environment; Turkey's economy and business culture; international organizations providing export support; national organizations that support export; the role of human resources in international trade; identification of sales organization, business communication, negotiation; sales, negotiation and communication management; understand the role and importance of sales in marketing; learn sales strategies; understand the sales environment; understand consumer and institutional buying behavior; set sales targets; understanding of sales responsibilities and preparation process. |
| Course Content: | Upon successful completion of this course, the students will be able to: • Know the basic features of sales, negotiation and business communication, • Understands the international trade environment in these respects, • Understands different cultures in international trade, • Manage the stages of sales, • Use effective negotiation techniques, • Use business communication skills and • Use a holistic approach to sales, negotiation and communication skills It will be. |
Learning Outcomes
The students who have succeeded in this course;
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Lesson Plan
| Week | Subject | Related Preparation |
| 1) | • Explain the scope and content of the course. • Syllabus. • Explain the course content. | Homework: Giving the reading list |
| 2) | • 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. • Discuss international sales environment. | Homework: Searching internet to find best practices on sales, communication and negotiation and report next week. |
| 3) | • Express development and role of selling in marketing. • List sales strategies. • Express sales environment. • Describe consumer and organizational buyer behavior. • Discuss sales settings. • Analyze sales perspective and sales environment. | Project: Finding and visiting a company in groups to identify sales techniques. |
| 4) | • 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. • Classify sales techniques. | Homework: Delivering best practices to discuss next week and prepare a presentation. |
| 5) | • 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. • Describe sales management and sales control. | Homework: Giving the reading list on business communication. |
| 6) | • Express the role of professional communication in today’s digital, social, mobile world. • Define collaboration, interpersonal communication, and business etiquette. • Analyze business messages. • Express business communication. | Homework: Preparing a business message and writing. |
| 7) | • 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. • Classify different types of business messages. | Homework: Preparing role playing for next week. |
| 8) | • 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. • Analyze sales reports and proposals. • MIDTERM EXAM. | none |
| 9) | • 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. • Analyze sales reports and proposals. • MIDTERM EXAM. | none |
| 10) | • 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. • Explain negotiation and dispute resolution. | Homework: Giving the reading list. |
| 11) | • Describe negotiation processes. • Describe distributive negotiations. • Explain integrative negotiations. • Identify conflict and dispute resolution. • Explain how to understand yourself in negotiation process. • Classify negotiation process and types of negotiations. | Homework: Organizing in teams and preparing role playing for the week of 13th. |
| 12) | • 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. • Describe Interpersonal/Contextual Characteristics. | Assignment: Giving an article to read. |
| 13) | • Explain international negotiations. • Describe cross cultural issues. • Analyze team negotiations. • Analyze multi party negotiations. • Describe international negotiations and different applications. | Assignment: Finding and interviewing a company. |
| 14) | • 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. • Explain negotiation and dispute resolution applications/ Connecting sales, business communication and negotiation. | none |
| 15) | None. • FINAL EXAM. | none |
Sources
| Course Notes / Textbooks: | 1-MÜZAKERE TEKNİKLERİ ,Prof.Dr.Canan Çetin Yrd.Doç.Dr. Mehmet Lütfi Arslan, Beta, 5.Baskı ISBN 978-605-333-174-2 2-http://www.iso.org.tr/sites/1/upload/files/dis-ticarette-muzakere-teknikleri-704.pdf 3-http://www.iso.org.tr/sites/1/upload/files/dis-ticaret-istihbarat-kanallari-608.pdf |
| 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 and Dispute Resolution, Beverly DeMarr, Suzanne De Janasz, Nov 2013 ISBN: 9781292039725 |
Course-Program Learning Outcome Relationship
| Learning Outcomes | 1 |
2 |
3 |
5 |
4 |
6 |
|---|---|---|---|---|---|---|
| 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
| Field Study | |
| Expression | |
| Brainstorming/ Six tihnking hats | |
| Lesson | |
| Group study and homework | |
| Reading | |
| Homework | |
| Project preparation | |
| Role Playing | |
| Q&A / Discussion | |
| Technical Tour | |
| Application (Modelling, Design, Model, Simulation, Experiment etc.) |
Assessment & Grading Methods and Criteria
| Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing) | |
| Homework | |
| Application | |
| Group project | |
| Presentation | |
| Uzman / Jüri Değerlendirmesi |
Assessment & Grading
| Semester Requirements | Number of Activities | Level of Contribution |
| Quizzes | 1 | % 10 |
| Homework Assignments | 5 | % 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 | Workload |
| Course Hours | 15 | 45 |
| Study Hours Out of Class | 15 | 90 |
| Homework Assignments | 5 | 10 |
| Quizzes | 4 | 2 |
| Midterms | 2 | 16 |
| Final | 1 | 14 |
| Total Workload | 177 | |