UTIC205 Trade NegotiationIstanbul Okan UniversityDegree Programs Civil Engineering (English)General Information For StudentsDiploma SupplementErasmus Policy StatementNational Qualifications
Civil Engineering (English)
Bachelor TR-NQF-HE: Level 6 QF-EHEA: First Cycle EQF-LLL: Level 6

Ders Genel Tanıtım Bilgileri

Course Code: UTIC205
Ders İsmi: Trade Negotiation
Ders Yarıyılı: Fall
Ders Kredileri:
Theoretical Practical Credit ECTS
3 0 3 6
Language of instruction: TR
Ders Koşulu:
Ders İş Deneyimini Gerektiriyor mu?: No
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 : Dr.Öğr.Üyesi AYŞE NUR TOPÇUOĞLU
Course Lecturer(s): Dr.Öğr.Üyesi AYŞE NUR TOPÇUOĞLU
Öğr.Gör. MEHMET NAİL ŞENCAN
Course Assistants:

Dersin Amaç ve İçeriği

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;
Learning Outcomes
1 - Knowledge
Theoretical - Conceptual
1) • Know the basic features of sales, negotiation and business communication,
2 - Skills
Cognitive - Practical
1) • Understanding different cultures in international trade
2) • Can use effective negotiation techniques
3 - Competences
Competence to Work Independently and Take Responsibility
Field Specific Competence
1) • Manage sales stages
2) • Can use sales, negotiation and communication skills with a holistic approach
Learning Competence
1) Understand the international trade environment
Communication and Social Competence

Ders Akış Planı

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

Ders - Program Öğrenme Kazanım İlişkisi

Ders Öğrenme Kazanımları

1

2

3

5

4

6

Program Outcomes
1) Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems.
2) Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose.
3) Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety issues, and social and political issues according to the nature of the design.)
4) Ability to select and use modern techniques and tools needed for analyzing and solving complex problems encountered in engineering practice; ability to employ information technologies effectively.
5) Ability to design and conduct experiments, gather data, analyze and interpret results for investigating complex engineering problems or discipline specific research questions.
6) Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually.
7) Ability to communicate effectively, both orally and in writing; knowledge of a minimum of one foreign language; ability to write effective reports and comprehend written reports, prepare design and production reports, make effective presentations, and give and receive clear and intelligible instructions.
8) Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself.
9) Knowledge on behavior according ethical principles, professional and ethical responsibility and standards used in engineering practices.
10) Knowledge about business life practices such as project management, risk management, and change management; awareness in entrepreneurship, innovation; knowledge about sustainable development.
11) Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions.

Ders - Öğrenme Kazanımı İlişkisi

No Effect 1 Lowest 2 Low 3 Average 4 High 5 Highest
           
Program Outcomes Level of Contribution
1) Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems.
2) Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose.
3) Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety issues, and social and political issues according to the nature of the design.)
4) Ability to select and use modern techniques and tools needed for analyzing and solving complex problems encountered in engineering practice; ability to employ information technologies effectively.
5) Ability to design and conduct experiments, gather data, analyze and interpret results for investigating complex engineering problems or discipline specific research questions.
6) Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually.
7) Ability to communicate effectively, both orally and in writing; knowledge of a minimum of one foreign language; ability to write effective reports and comprehend written reports, prepare design and production reports, make effective presentations, and give and receive clear and intelligible instructions.
8) Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself.
9) Knowledge on behavior according ethical principles, professional and ethical responsibility and standards used in engineering practices.
10) Knowledge about business life practices such as project management, risk management, and change management; awareness in entrepreneurship, innovation; knowledge about sustainable development.
11) Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions.

Öğrenme Etkinliği ve Öğretme Yöntemleri

Alan Çalışması
Anlatım
Beyin fırtınası /Altı şapka
Course
Grup çalışması ve ödevi
Okuma
Homework
Proje Hazırlama
Rol oynama
Soru cevap/ Tartışma
Teknik gezi
Uygulama (Modelleme, Tasarım, Maket, Simülasyon, Deney vs.)

Ölçme ve Değerlendirme Yöntemleri ve Kriterleri

Yazılı Sınav (Açık uçlu sorular, çoktan seçmeli, doğru yanlış, eşleştirme, boşluk doldurma, sıralama)
Homework
Uygulama
Grup Projesi
Sunum
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

İş Yükü ve AKTS Kredisi Hesaplaması

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