Tourism and Hotel Management (English) | |||||
Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 |
Course Code: | ITRD205 | ||||||||
Course Name: | Trade Negotiation | ||||||||
Course Semester: |
Spring |
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Course Credits: |
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Language of instruction: | EN | ||||||||
Course Requisites: | |||||||||
Does the Course Require Work Experience?: | No | ||||||||
Type of course: | Faculty Elective | ||||||||
Course Level: |
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Mode of Delivery: | Face to face | ||||||||
Course Coordinator : | Dr.Öğr.Üyesi ZEYNEP IYILER | ||||||||
Course Lecturer(s): |
Dr. Hakan ÇORA Öğr.Gör. MEHMET NAİL ŞENCAN |
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Course Assistants: |
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. |
The students who have succeeded in this course;
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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 |
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 |
Learning Outcomes | 1 |
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Program Outcomes | |||||||||
1) Learning the facts, concepts and principles related to tourism and hotel management | |||||||||
2) Having a theoretical and practical knowledge at the basic level related to the field | |||||||||
3) To be able to make analytical evaluations for tourism and travel sector | |||||||||
4) Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment | |||||||||
5) To be able to work efficiently in the tourism sector | |||||||||
6) Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide | |||||||||
7) Organizing, coordinating and developing departments in accommodation organizations | |||||||||
8) To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies | |||||||||
9) Demonstrating the ability to apply professional working techniques in food and beverage establishments |
No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
Program Outcomes | Level of Contribution | |
1) | Learning the facts, concepts and principles related to tourism and hotel management | |
2) | Having a theoretical and practical knowledge at the basic level related to the field | |
3) | To be able to make analytical evaluations for tourism and travel sector | |
4) | Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment | |
5) | To be able to work efficiently in the tourism sector | |
6) | Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide | |
7) | Organizing, coordinating and developing departments in accommodation organizations | |
8) | To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies | |
9) | Demonstrating the ability to apply professional working techniques in food and beverage establishments |
Expression | |
Individual study and homework | |
Lesson | |
Group study and homework | |
Reading | |
Problem Solving | |
Project preparation | |
Q&A / Discussion |
Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing) | |
Homework | |
Application | |
Individual Project | |
Group project | |
Presentation |
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 |
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 |