Aviation Management
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:

Spring

Course Credits:

Theoretical	Practical	Credit	ECTS
3	0	3	6

Language of instruction:

Course Requisites:

Does the Course Require Work Experience?:

Type of course:

Common Pool

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 ESRA OVALI

Course Lecturer(s):

Course Assistants:

Course Objective and Content

Course Objectives:

The course aims to enhance and strengthen the negotiation capacity of trade
officials in a way that best fits to achieving their country’s sustainable
development goals. After completing this course, participants will have
acquired the necessary techniques and skills required for trade negotiations.

1.Understand the fundamental principles and concepts of international trade negotiations
2.Master strategies to create win-win situations and foster long-term partnerships with international partners
3.Anticipate and address common negotiation challenges and constraints encountered in international trade deals
4.Develop effective communication skills for cross-cultural business interactions in the global marketplace.
5.Identify and analyze market dynamics to gain a competitive edge in trade negotiations.
6.Apply advanced tactics to handle complex scenarios, such as intellectual property disputes and distributor agreement negotiations
7.Implement ethical negotiation practices and comply with international trade regulations and standards.
8.Gain the ability to assess and analyze the strengths and weaknesses of potential international trade partners
9.Develop effective strategies for negotiating pricing, terms, and conditions in international business deals
10.Enhance problem-solving skills to overcome obstacles and find mutually beneficial solutions in trade negotiations
11.Gain insights into emotional and cultural intelligence and adaptability, allowing for smoother interactions with diverse international counterparts
12.Learn to leverage data and market research to strengthen negotiation positions and make informed decisions.

Course Content:

1st week- Introduction to Negotiation Skills
1.1 Personal Negotiation Skills
1.2 Corporate Negotiation Skills
1.3. Negotiations Theory and Practice
1.4 Importance of Negotiations

2nd week-Negotiation Styles
2.1 Collaboration; Surrender; Competition; Avoidance; Compromise
2.2 Negotiation Decision
2.3. Self-knowledge
2.4 Knowledge of the environment
2.5 The key elements of negotiation

3rd week- During the negotiations
3.1 How to express yourself during negotiations
3.2 The art of connecting with others
3.3 Negotiation Positioning
3.4 Defending Arguments

4th week-•Negotiation Techniques
4.1 The framing effect in negotiation
4.2 The anchoring technique in negotiation
4.3 Incremental negotiation
4.4 The Power of Questions ın Negotiation
4.5 How to Negotiate Effectively

5th week- The Final Offer
5.1 Last Minute Techniques
5.2 When should negotiating be stopped?
5.3 Cases and Exercises

6th week-Typical Elements of International Trade Negotiations
6.1 Unraveling the complexity of trade negotiations
6.2 The importance of strategic preparation
6.3 The role of cultural intelligence
6.4 Understanding power dynamics
6.5 Constructive Negotiation Techniques
6.6 Unlocking the potential of International Trade Negotiations

7th week-Negotiation Steps
7.1 Define objectives and priorities
7.2 Conduct thorough research
7.3 Understand partner goals and constraints
7.4 Identify trade-offs and alternatives

8th week-A Guide to creating and claiming value
8.1 How to create value by building trust and by sharing information
8.1.1 Show Transparency
8.1.2 Provide Justification and evidence
8.1.3 Ensure confidentiality and security
8.1.4 Promote reciprocity
8.1.5 Build rapport
8.1.6 Maintain consistency and integrity
8.1.7 Use clear and secure communication channels

9th week-Creating value by preparing multiple offers
9.1 Increase chances of achieving favorable outcomes
9.2 Expand negotiation space
9.3 Demonstrate flexibility and willingness to solve problems
9.4 Gain insights into partner preferences
9.5 Manage information disclosure strategically
9.6 Sequence offers strategically
9.7 Communicate offers effectively
9.8 Balance Assertiveness and Cooperation

10th week-How to create more value by post settlement
10.1 Understanding Post Settlement
10.2 Why engage in post settlement?
10.2.1 Address Unresolved Issues
10.2.2 Enhance Agreement Effectiveness
10.2.3 Strengthen Relationships
10.2.4 Adapt to new developments
10.3 Steps to craft a post settlement
10.3.1 Identify unresolved issues
10.3.2 Analyze strategic advantages
10.3.3 Define objectives
10.3.4 Gather information
10.3.5 Develop negotiation strategies
10.3.6 Engage in negotiation

11th week--Advantages of Post Settlement
-Strategies for claiming value
-Developing BATNA
Improved Satisfaction
Enhanced Effectiveness
Strengthened Relationships
Flexibility and Adaptability
Identifying and Prioritizing Interests
Developing Best Alternative to a Negotiated Agreement)
Seeking Common Grounds
Utilizing tension to your advantage
Focusing on interest over positions
Flexibility and Adaptability

12th week- Corporate Negotiation Skills
The relationship between strategy and tactics
Relationship between international and domestic negotiations
The Multiplicity of issues, options, and institutions
Distributive Negotiation
Integrative Negotiation

13th week-The Conduct of Multilateral Trade Negotiations
Negotiating in rounds
The single undertaking
Decision-making by consensus
Coalitions in multilateral diplomacy

14th week-Non-preferential and preferential market-access negotiations
Preferential versus non-preferential agreements
Market access commitments in multilateral agreements
Request-offer and formulas in multilateral negotiations
Formulas in multilateral negotiations
Sectoral negotiations
Market-access negotiations on services

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
1) Trade Negotiation course aims to build internationally competitive knowledge and understanding of international trade by challenging students to engage in cognitive and critical thinking skills and requiring them to demonstrate the ability to analyze and integrate information across the broad disciplines of economics, law, and politics in both a domestic and international context.
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:	-https://www.nao.org.uk/wp-content/uploads/2019/05/Preparing- for-trade-negotiations.pdf -https://www.upes.ac.in/blog/business/business-negotiation- skills-and-strategies -https://www.linkedin.com/pulse/what-skills-required- successful-international-trade-dr-vijesh-jain/

Course-Program Learning Outcome Relationship

Learning Outcomes	1	2	3	4	5	6	7	8	9	9
Program Outcomes
1) He/she has in-depth information required by the legal, social and environmental framework in which all transportation operations, especially aviation, are involved.
2) He/she has advanced theoretical and practical knowledge, supported by books, equipment and other sources containing up-to-date information on air transportation / logistics.
3) He/she has sufficient knowledge for the technical aspects of air transportation and logistics.
4) He/she has sufficient legal knowledge on basic issues related to international trade and business.
5) He/she uses theoretical and practical knowledge in aviation business management, logistics, transportation and business management solutions together.
6) He/she uses theoretical and applied knowledge in mathematics, science and transportation together to solve operational problems.
7) He/she identifies, defines, formulates and solves basic problems related to the field of air transportation / logistics. For this purpose, he/she selects and applies appropriate analytical methods and modeling techniques.
8) He/she analyzes a system, system component or process and designs it under realistic constraints to meet desired requirements; applies modern design methods accordingly.
9) He/she selects and uses modern and technical tools required for basic applications in air transportation / logistics.
10) He/she independently conducts a comprehensive advanced level study in air transportation / logistics.
11) He/she accesses information by doing research, uses databases and other information resources.
12) He/she works effectively in multidisciplinary teams and takes responsibility.
13) He/she plans project development studies in the field and manages related activities.
14) He/she organizes, plans and directs teamwork in air transportation / logistics related comprehensive projects.
15) With the awareness of the necessity of life-long learning, he/she follows science and technology developments in aviation management, logistics and transportation and renews himself/herself constantly. He/she also evaluates the knowledge / skills acquired in the field with a critical thinking.
16) He/she works individually and in multi-disciplinary teams in aviation management, national and international transportation and logistics environments both in theoretical and applied fields.
17) He/she selects and uses modern and technical tools necessary for air transport / logistics applications.
18) He/she communicates effectively with relevant people and institutions, being aware of the universal and social effects of applications and solutions in the aviation field.
19) He/she develops solutions to problems and shares his ideas in writing and verbally, supporting them with quantitative and qualitative data.
20) He/she has a comprehensive understanding about management of aviation companies, safety and security issues in aviation, air law, airport operations and technical aspects of aviation specific applications.
21) He/she is aware of the aviation principles and values. He/she has professional and ethical responsibility.

Course - Learning Outcome Relationship

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

	Program Outcomes	Level of Contribution
1)	He/she has in-depth information required by the legal, social and environmental framework in which all transportation operations, especially aviation, are involved.
2)	He/she has advanced theoretical and practical knowledge, supported by books, equipment and other sources containing up-to-date information on air transportation / logistics.
3)	He/she has sufficient knowledge for the technical aspects of air transportation and logistics.
4)	He/she has sufficient legal knowledge on basic issues related to international trade and business.
5)	He/she uses theoretical and practical knowledge in aviation business management, logistics, transportation and business management solutions together.
6)	He/she uses theoretical and applied knowledge in mathematics, science and transportation together to solve operational problems.
7)	He/she identifies, defines, formulates and solves basic problems related to the field of air transportation / logistics. For this purpose, he/she selects and applies appropriate analytical methods and modeling techniques.
8)	He/she analyzes a system, system component or process and designs it under realistic constraints to meet desired requirements; applies modern design methods accordingly.
9)	He/she selects and uses modern and technical tools required for basic applications in air transportation / logistics.
10)	He/she independently conducts a comprehensive advanced level study in air transportation / logistics.
11)	He/she accesses information by doing research, uses databases and other information resources.
12)	He/she works effectively in multidisciplinary teams and takes responsibility.
13)	He/she plans project development studies in the field and manages related activities.
14)	He/she organizes, plans and directs teamwork in air transportation / logistics related comprehensive projects.
15)	With the awareness of the necessity of life-long learning, he/she follows science and technology developments in aviation management, logistics and transportation and renews himself/herself constantly. He/she also evaluates the knowledge / skills acquired in the field with a critical thinking.
16)	He/she works individually and in multi-disciplinary teams in aviation management, national and international transportation and logistics environments both in theoretical and applied fields.
17)	He/she selects and uses modern and technical tools necessary for air transport / logistics applications.
18)	He/she communicates effectively with relevant people and institutions, being aware of the universal and social effects of applications and solutions in the aviation field.
19)	He/she develops solutions to problems and shares his ideas in writing and verbally, supporting them with quantitative and qualitative data.
20)	He/she has a comprehensive understanding about management of aviation companies, safety and security issues in aviation, air law, airport operations and technical aspects of aviation specific applications.
21)	He/she is aware of the aviation principles and values. He/she has professional and ethical responsibility.

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