Information Package / Course Catalogue
Effective Communication and Persuasion Techniques
Course Code: THM126
Course Type: Area Elective
Couse Group: Short Cycle (Associate's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 2
Prt.: 0
Credit: 2
Lab: 0
ECTS: 2
Objectives of the Course

This course aims to equip students with the ability to communicate effectively, develop their verbal and non-verbal communication skills, understand persuasion processes, and apply professional communication techniques in various communication settings. The course covers communication theories, perception management, body language, active listening, negotiation, presentation skills and persuasion methods, illustrated with practical examples.

Course Content

The fundamental concepts and processes of communication, verbal and non-verbal communication, body language, active listening, empathy, giving and receiving feedback, interpersonal communication, group communication, the psychology of persuasion, persuasion strategies, negotiation techniques, presentation and public speaking skills, communication in times of crisis, digital communication tools, and the analysis of real-life case studies. Throughout the course, theoretical knowledge is reinforced through in-class exercises, role-plays and case studies.

Name of Lecturer(s)
Learning Outcomes
1.By explaining the fundamental concepts, processes and types of communication, it evaluates interpersonal, group and organisational communication processes.
2.Establishes effective communication using verbal, non-verbal and written communication techniques; applies active listening, empathy and feedback skills.
3.Analyses the barriers that arise during the communication process and develops appropriate solutions.
4.Explains the fundamental principles of the psychology of persuasion; develops effective persuasion and influence strategies tailored to different target audiences.
5.They utilise effective communication and persuasion skills in negotiation, conflict management, teamwork and leadership processes.
6.By developing skills in public speaking, giving presentations and using digital communication tools, they practise effective communication in both their professional and social lives.
Recommended or Required Reading
1.Cüceloğlu, Doğan. İletişim Donanımları. Remzi Kitabevi, İstanbul
2.Baltaş, Acar & Baltaş, Zuhal. Bedenin Dili. Remzi Kitabevi, İstanbul.
3.Baltaş, Acar. Etkili ve Güzel Konuşma Sanatı. Remzi Kitabevi, İstanbul.
4.Gordon, Thomas. Etkili İletişim Becerileri. Sistem Yayıncılık, İstanbul.
5.Yüksel, Ahmet Haluk. İkna ve Etkileme Teknikleri. Nobel Akademik Yayıncılık, Ankara.
Weekly Detailed Course Contents
Week 1 - Theoretical
Interpersonal Communication and Communication Barriers: The definition of communication, the communication process (sender, message, channel, receiver). Psychological barriers that lead to misunderstandings in everyday life and in the workplace.
Week 2 - Theoretical
Building Trust in Face-to-Face Communication (Ethos): The concept of Ethos (Character) in Aristotle’s Rhetorical Triangle. Creating a first impression, consistency, and the image of a ‘trustworthy person’.
Week 3 - Theoretical
Emotional Connection and Empathetic Listening (Pathos): The concept of pathos. Lowering the other person’s defences, the difference between empathy and sympathy, and building a deep connection.
Week 4 - Theoretical
The Logic of Persuasion and Combating Fallacies (Logos): The concept of Logos (Logic). Constructing strong arguments; common logical errors (fallacies) in persuasion.
Week 5 - Theoretical
Non-verbal Communication and the Codes of Body Language: Body language, gestures, facial expressions, micro-expressions and proxemics (personal space and the use of distance).
Week 6 - Theoretical
Voice Tone, Diction and Speech Aesthetics: The psychological impact of pitch, intonation, stress, pauses and speaking rate on persuasion.
Week 7 - Theoretical
Active Listening and Asking In-Depth Questions: Habits that undermine active listening. Steering persuasion through open-ended and closed-ended questioning strategies.
Week 8 - Intermediate Exam
Midterm Exam
Week 9 - Theoretical
The Principle of Liking and Sincerity in the Psychology of Persuasion: Cialdini’s principles of persuasion. People’s tendency to say ‘yes’ to those they perceive as similar to themselves, whom they find sincere and whom they approve of.
Week 10 - Theoretical
Public Speaking and the Power of Self-Expression: Managing anxiety and nerves when speaking in public. Effective opening and closing strategies.
Week 11 - Theoretical
The Psychology of Conflict and Points of Resistance: The nature of disagreements, ego defence mechanisms, and identifying points of resistance in communication.
Week 12 - Theoretical
Negotiation Culture and Conflict Resolution Techniques: Principles of the Harvard Negotiation Model. The ‘Win-Win’ approach, the search for constructive common ground, and the development of alternatives.
Week 13 - Theoretical
Handling Objections and Professional Flexibility: Steps for calmly managing a ‘no’ from the other party, as well as any preconceptions or harsh reactions.
Week 14 - Theoretical
General Review and Final Exercises A general review of the course Reinforcement of key concepts A comprehensive assessment of communication and persuasion skills
Week 15 - Final Exam
Final Exam
Assessment Methods and Criteria
Type of AssessmentCountPercent
Assignment1%10
Quiz1%10
Midterm Examination1%20
Final Examination1%60
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory140228
Assignment2216
Midterm Examination1516
Final Examination110111
TOTAL WORKLOAD (hours)51
Contribution of Learning Outcomes to Programme Outcomes
PÇ-1
PÇ-2
PÇ-3
PÇ-4
PÇ-5
PÇ-6
OÇ-1
3
3
5
3
5
3
OÇ-2
5
3
5
3
5
3
OÇ-3
4
3
5
3
5
3
OÇ-4
4
3
5
3
5
3
OÇ-5
4
3
5
3
5
3
OÇ-6
4
4
5
3
5
3
Adnan Menderes University - Information Package / Course Catalogue
2026