Civil Engineering (English) | |||||
Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 |
Course Code: | UTIC205 | ||||||||
Course Name: | Dış Ticarette Müzakere | ||||||||
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 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. |
The students who have succeeded in this course;
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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 |
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 |
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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. |
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. |
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.) |
Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing) | |
Homework | |
Application | |
Group project | |
Presentation | |
Uzman / Jüri Değerlendirmesi |
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 |
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 |