International Trade (English)
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:

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:

Speciality Elective

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 ZEYNEP IYILER

Course Lecturer(s):

Dr. Hakan ÇORA
Öğr.Gör. MEHMET NAİL ŞENCAN

Course Assistants:

Course Objective and Content

Course Objectives:

Explains the fundementals of sales, negotiations and business communication
Analysis different cultures in international trade
Enlists effective negotiation methods and steps of sale
Explains business communication capabilities

Course Content:

1st week- Explanation of course content
2nd week-Definition of Sales organization.
Definition of Business communication.
Definition of Negotiation.
Management of sales, negotiation and communication

3rd week-
• Express development and role of selling in marketing.
• List sales strategies.
• Express sales environment.
• Describe consumer and organizational buyer behavior.
• Discuss sales settings.

4th week-• Express sales responsibilities and preparation.
• Analyze personal selling skills.
• Identify key account management.
• Express relationship selling.
• Express direct marketing.
5th week- • 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.
6th week-
• Express the role of professional communication in today’s digital, social, mobile world.
• Define collaboration, interpersonal communication, and business etiquette.
• Analyze business messages.
7th week-
Learning the importance of professional communication in today’s digital, social, and mobile world.
Learning to manage collaboration, interpersonal communication, and business etiquette.
Planning business messages and writing.
Finishing business messages.

8th week-
• 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.
9th week-
• 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.
10th week
• 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.
11th week-
• 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.
12th week- • Describe negotiation processes.
• Describe distributive negotiations.
• Explain integrative negotiations.
• Identify conflict and dispute resolution.
• Explain how to understand yourself in negotiation process
13th week-• 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.
14th week
• Explain international negotiations.
• Describe cross cultural issues.
• Analyze team negotiations.
• Analyze multi party negotiations.

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
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:	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-SEVENTH EDITION-ROY J. LEWICKI, DAVID M. SAUNDERS, BRUCE BARRY

Course-Program Learning Outcome Relationship

Learning Outcomes	1	2	3	4	5	6	7	8	9
Program Outcomes
1) To have theoretical and practical knowledge at the basic level supported by textbooks, application tools and other resources with current knowledge in the field based on the qualifications gained at the secondary level.
2) - To gain the ability to use the theoretical and practical knowledge at the basic level at an advanced level or at the same level in the same field. - To be able to interpret and evaluate the data by using the basic knowledge and skills acquired in the field, to identify and analyze the problems, to develop solutions based on evidence.
3) - To be able to convey his / her thoughts on basic knowledge and skills at the level of written and verbal communication. - To share his / her thoughts and solutions to the problems related to his / her field with experts and non-experts. - To be able to follow information in the field and communicate with colleagues by using a foreign language at least at a level of European Language Portfolio A2 General Level. - To be able to use information and communication technologies together with computer software at the basic level of European Computer Driving License required by the field.
4) - To be able to evaluate the basic knowledge and skills acquired in the field with a critical approach, to determine and meet the learning needs. - To be able to direct his / her education to an advanced level of education in the same field or to a profession at the same level. - Not to have gained awareness of lifelong learning.
5) - To have social, scientific, cultural and ethical values in the stages of collecting, applying and announcing the data related to the field. - To have sufficient awareness of the universality of social rights, social justice, quality and cultural values, environmental protection, occupational health and safety.
6) - To be able to conduct a basic level study independently. - To be able to take responsibility as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to carry out activities for the development of employees working under their responsibility within the framework of a project.
7) - To have advanced theoretical and practical knowledge supported by textbooks containing current information in the field, application tools and other resources.
8) To be able to use the advanced theoretical and practical knowledge acquired in the field. - Interpret and evaluate data using the advanced knowledge and skills acquired in the field, identify problems, analyze, develop solutions based on research and evidence.
9) - To be able to inform the relevant persons and institutions about the related subjects; transfer ideas and solutions to problems in written and orally. - To share his / her thoughts and solutions to the problems related to the field with the experts and non-experts by supporting them with quantitative and qualitative data. -To be able to organize and implement projects and activities for the social environment in which he / she lives with a sense of social responsibility. - To follow the information in his / her field and to communicate with his / her colleagues by using a foreign language at least at the European Language Portfolio B1 General Level. - To be able to use information and communication technologies together with computer software at the Advanced Level of European Computer Driving License required by the field. - To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety.
10) - To be able to critically evaluate the advanced knowledge and skills acquired in the field, - Identify learning needs and direct learning. - To develop positive attitudes about lifelong learning.
11) To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety
12) - To be able to conduct an advanced study independently. - To be able to take responsibility as an individual and as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to plan and manage activities for the development of employees working under their responsibility.

Course - Learning Outcome Relationship

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

	Program Outcomes	Level of Contribution
1)	To have theoretical and practical knowledge at the basic level supported by textbooks, application tools and other resources with current knowledge in the field based on the qualifications gained at the secondary level.
2)	- To gain the ability to use the theoretical and practical knowledge at the basic level at an advanced level or at the same level in the same field. - To be able to interpret and evaluate the data by using the basic knowledge and skills acquired in the field, to identify and analyze the problems, to develop solutions based on evidence.
3)	- To be able to convey his / her thoughts on basic knowledge and skills at the level of written and verbal communication. - To share his / her thoughts and solutions to the problems related to his / her field with experts and non-experts. - To be able to follow information in the field and communicate with colleagues by using a foreign language at least at a level of European Language Portfolio A2 General Level. - To be able to use information and communication technologies together with computer software at the basic level of European Computer Driving License required by the field.
4)	- To be able to evaluate the basic knowledge and skills acquired in the field with a critical approach, to determine and meet the learning needs. - To be able to direct his / her education to an advanced level of education in the same field or to a profession at the same level. - Not to have gained awareness of lifelong learning.
5)	- To have social, scientific, cultural and ethical values in the stages of collecting, applying and announcing the data related to the field. - To have sufficient awareness of the universality of social rights, social justice, quality and cultural values, environmental protection, occupational health and safety.
6)	- To be able to conduct a basic level study independently. - To be able to take responsibility as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to carry out activities for the development of employees working under their responsibility within the framework of a project.
7)	- To have advanced theoretical and practical knowledge supported by textbooks containing current information in the field, application tools and other resources.
8)	To be able to use the advanced theoretical and practical knowledge acquired in the field. - Interpret and evaluate data using the advanced knowledge and skills acquired in the field, identify problems, analyze, develop solutions based on research and evidence.
9)	- To be able to inform the relevant persons and institutions about the related subjects; transfer ideas and solutions to problems in written and orally. - To share his / her thoughts and solutions to the problems related to the field with the experts and non-experts by supporting them with quantitative and qualitative data. -To be able to organize and implement projects and activities for the social environment in which he / she lives with a sense of social responsibility. - To follow the information in his / her field and to communicate with his / her colleagues by using a foreign language at least at the European Language Portfolio B1 General Level. - To be able to use information and communication technologies together with computer software at the Advanced Level of European Computer Driving License required by the field. - To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety.
10)	- To be able to critically evaluate the advanced knowledge and skills acquired in the field, - Identify learning needs and direct learning. - To develop positive attitudes about lifelong learning.
11)	To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety
12)	- To be able to conduct an advanced study independently. - To be able to take responsibility as an individual and as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to plan and manage activities for the development of employees working under their 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