School of Economics and Administrative Sciences \ Business Administration
Course Credit
ECTS Credit
Course Type
Instructional Language
Programs that can take the course
Business Administration Bachelor's Degree Program
Starting from the wrong stereotypes and wrong attitudes about the negotiation process, scientific and objective definition of the negotiation process; preparation for negotiation; stages of the negotiation process and planning; two basic strategies/approaches in negotiation (distributive and integrative); communication in negotiations; power, persuasion and ethics in negotiations.
Textbook and / or References
1. Lewicki, R. J., Saunders, D. M., Barry, B., and Minton J. W. (2004). Essentials of Negotiation, 3rd ed., New York: McGraw-Hill Irwin.
The aim of this course is to raise awareness about the place and power of negotiation in business life and to contribute to the development of negotiation skills.
1. Can evaluate the conditions under which negotiation can be conducted in business life.
2. Can distinguish negotiation styles and explain the conditions under which each style is appropriate.
3. Can explain the negotiation process in terms of each stage.
4. Can acquire and develop the skill of negotiating starting from the preparation stage.
5. Can analyze the negotiation environment and evaluate the completed negotiations.
Week 1: Introduction to Negotiation: Definition, Common Mistakes, and Key Characteristics of Negotiation Situations
Week 2: Preparing for Negotiation I: Self-Assessment
Week 3: Preparing for Negotiation II: Situation and Opponent Analysis
Week 4: Planning the Negotiation: Setting Objectives
Week 5: Stages of the Negotiation Process
Week 6: Distributive Negotiation: Concepts and Strategies
Week 7: Distributive Negotiation: In-Class Applications
Week 8: Integrative Negotiation: Concepts and Strategies
Week 9: Integrative Negotiation: In-Class Applications
Week 10: Perception and Communication in Negotiation
Week 11: Power, Persuasion, and Ethics in Negotiation
Week 12: Final In-Class Applications and Practice
Tentative Assesment Methods
• Midterm 25 %
• Final 35 %
• In-Class Activities 35 %
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