Mechatronics Engineering (English)
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

General course introduction information

Course Code:

UTIC205

Course Name:

Trade Negotiation

Course Semester:

Fall

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 :

Dr.Öğr.Üyesi AYŞE NUR TOPÇUOĞLU

Course Lecturer(s):

Dr.Öğr.Üyesi AYŞE NUR TOPÇUOĞLU
Öğr.Gör. MEHMET NAİL ŞENCAN

Course Assistants:

Course Objective and Content

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
Communication and Social Competence
Learning Competence
1) Understand the international trade environment
Field Specific Competence
1) • Manage sales stages
2) • Can use sales, negotiation and communication skills with a holistic approach
Competence to Work Independently and Take Responsibility

Lesson Plan

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

Course-Program Learning Outcome Relationship

Learning Outcomes	1	2	3	5	4	6
Program Outcomes
1) Sufficient knowledge in mathematics, science and engineering related to their branches; and the ability to apply theoretical and practical knowledge in these areas to model and solve engineering problems.
2) The ability to identify, formulate, and solve complex engineering problems; selecting and applying appropriate analysis and modeling methods for this purpose.
3) The ability to design a complex system, process, device or product under realistic constraints and conditions to meet specific requirements; the ability to apply modern design methods for this purpose. (Realistic constraints and conditions include such issues as economy, environmental issues, sustainability, manufacturability, ethics, health, safety, social and political issues, according to the nature of design.)
4) Ability to develop, select and use modern techniques and tools necessary for engineering applications; ability to use information technologies effectively.
5) Ability to design experiments, conduct experiments, collect data, analyze and interpret results to examine engineering problems or discipline-specific research topics.
6) The ability to work effectively in disciplinary and multidisciplinary teams; individual work skill.
7) Effective communication skills in Turkish oral and written communication; at least one foreign language knowledge; ability to write effective reports and understand written reports, to prepare design and production reports, to make effective presentations, to give and receive clear and understandable instructions.
8) Awareness of the need for lifelong learning; access to knowledge, ability to follow developments in science and technology, and constant self-renewal.
9) Conform to ethical principles, and standards of professional and ethical responsibility; be informed about the standards used in engineering applications.
10) Awareness of applications in business, such as project management, risk management and change management; awareness of entrepreneurship, and innovation; information about sustainable development.
11) Information about the universal and social health, environmental and safety effects of engineering applications and the ways in which contemporary problems are reflected in the engineering field; awareness of the legal consequences of engineering solutions.

Course - Learning Outcome Relationship

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

	Program Outcomes	Level of Contribution
1)	Sufficient knowledge in mathematics, science and engineering related to their branches; and the ability to apply theoretical and practical knowledge in these areas to model and solve engineering problems.
2)	The ability to identify, formulate, and solve complex engineering problems; selecting and applying appropriate analysis and modeling methods for this purpose.
3)	The ability to design a complex system, process, device or product under realistic constraints and conditions to meet specific requirements; the ability to apply modern design methods for this purpose. (Realistic constraints and conditions include such issues as economy, environmental issues, sustainability, manufacturability, ethics, health, safety, social and political issues, according to the nature of design.)
4)	Ability to develop, select and use modern techniques and tools necessary for engineering applications; ability to use information technologies effectively.
5)	Ability to design experiments, conduct experiments, collect data, analyze and interpret results to examine engineering problems or discipline-specific research topics.
6)	The ability to work effectively in disciplinary and multidisciplinary teams; individual work skill.
7)	Effective communication skills in Turkish oral and written communication; at least one foreign language knowledge; ability to write effective reports and understand written reports, to prepare design and production reports, to make effective presentations, to give and receive clear and understandable instructions.
8)	Awareness of the need for lifelong learning; access to knowledge, ability to follow developments in science and technology, and constant self-renewal.
9)	Conform to ethical principles, and standards of professional and ethical responsibility; be informed about the standards used in engineering applications.
10)	Awareness of applications in business, such as project management, risk management and change management; awareness of entrepreneurship, and innovation; information about sustainable development.
11)	Information about the universal and social health, environmental and safety effects of engineering applications and the ways in which contemporary problems are reflected in the engineering field; awareness of the legal consequences of engineering solutions.

Learning Activity and Teaching Methods

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.)

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)
Homework
Application
Group project
Presentation
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

Workload and ECTS Credit Grading

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