Tourism and Hotel Management | |||||
Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 |
Course Code: | UTIC205 | ||||||||
Course Name: | Trade Negotiation | ||||||||
Course Semester: | Spring | ||||||||
Course Credits: |
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Language of instruction: | TR | ||||||||
Course Requisites: | |||||||||
Does the Course Require Work Experience?: | No | ||||||||
Type of course: | Faculty Elective | ||||||||
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 |
Learning Outcomes | 1 |
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Program Outcomes | ||||||||
1) Learning the facts, concepts and principles related to tourism and hotel management | ||||||||
2) Having a theoretical and practical knowledge at the basic level related to the field | ||||||||
3) To be able to make analytical evaluations for tourism and travel sector | ||||||||
4) Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment | ||||||||
5) To be able to work efficiently in the tourism sector | ||||||||
6) Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide | ||||||||
7) Organizing, coordinating and developing departments in accommodation organizations | ||||||||
8) To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies | ||||||||
9) Demonstrating the ability to apply professional working techniques in food and beverage establishments |
No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
Program Outcomes | Level of Contribution | |
1) | Learning the facts, concepts and principles related to tourism and hotel management | |
2) | Having a theoretical and practical knowledge at the basic level related to the field | |
3) | To be able to make analytical evaluations for tourism and travel sector | |
4) | Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment | |
5) | To be able to work efficiently in the tourism sector | |
6) | Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide | |
7) | Organizing, coordinating and developing departments in accommodation organizations | |
8) | To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies | |
9) | Demonstrating the ability to apply professional working techniques in food and beverage establishments |
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 |