International Relations
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:

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:

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) Students will able to explain the essential body of knowledge in the area of International Relations, including evolution of the discipline, the state-of-the-art concepts, scientific methodology, theories and models.
2) Students will able to employ the appropriate tools and analytical techniques to collect and analyze quantitative and qualitative data in the related areas, interpret results and propose solutions.
3) Students will able to categorize the basic concepts of Turkish politics, comparative politics, international relations, diplomatic history and foreign policy.
4) Students will able to analyze and critically evaluate local and global dynamics of contemporary socio-economic and political developments, foreign policy making and conflict resolution with all aspects.
5) Students will able to discover and create novel opportunities with an entrepreneurial spirit and use expertise to successfully establish and develop their own ventures.
6) Students will able to apply their knowledge in international institutions and multicultural environments and develop an interdisciplinary approach enabling them to relate and synthesize knowledge from diverse disciplines and draw novel conclusions.
7) Students will able to communicate in written and oral English with people from diverse backgrounds, and have the English proficiency to follow and interpret the global dynamics in the areas of International Relations.
8) Students will able to appreciate and defend human rights and multi-cultural diversity, and should emphatically interact with individuals from diverse cultural backgrounds in social and professional settings.
9) Students will able to identify standards of personal, professional, social and business ethics, evaluate the ethical implications of various practices in the related areas, and be aware the importance of ethical behavior in adding value to the society.

Course - Learning Outcome Relationship

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

	Program Outcomes	Level of Contribution
1)	Students will able to explain the essential body of knowledge in the area of International Relations, including evolution of the discipline, the state-of-the-art concepts, scientific methodology, theories and models.
2)	Students will able to employ the appropriate tools and analytical techniques to collect and analyze quantitative and qualitative data in the related areas, interpret results and propose solutions.
3)	Students will able to categorize the basic concepts of Turkish politics, comparative politics, international relations, diplomatic history and foreign policy.
4)	Students will able to analyze and critically evaluate local and global dynamics of contemporary socio-economic and political developments, foreign policy making and conflict resolution with all aspects.
5)	Students will able to discover and create novel opportunities with an entrepreneurial spirit and use expertise to successfully establish and develop their own ventures.
6)	Students will able to apply their knowledge in international institutions and multicultural environments and develop an interdisciplinary approach enabling them to relate and synthesize knowledge from diverse disciplines and draw novel conclusions.
7)	Students will able to communicate in written and oral English with people from diverse backgrounds, and have the English proficiency to follow and interpret the global dynamics in the areas of International Relations.
8)	Students will able to appreciate and defend human rights and multi-cultural diversity, and should emphatically interact with individuals from diverse cultural backgrounds in social and professional settings.
9)	Students will able to identify standards of personal, professional, social and business ethics, evaluate the ethical implications of various practices in the related areas, and be aware the importance of ethical behavior in adding value to the society.

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