Information Package / Course Catalogue
Debate Techniques
Course Code: ADY219
Course Type: Area Elective
Couse Group: Short Cycle (Associate's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 3
Prt.: 0
Credit: 3
Lab: 0
ECTS: 3
Objectives of the Course

This course aims to enable the students to learn the principles of effective negotiation, strategies and tactics. In addition, the course of negotiation process aims to make students aware of ethical issues and other factors affecting the negotiation process.

Course Content

Conflict, perception process, communication, distributive and integrative negotiation, ethical and individual differences, and cultural influences in negotiation process

Name of Lecturer(s)
Learning Outcomes
1.At the end of this course an average student can explain the process of negotiation, the differences between negotiation and negotiation. - Discuss the conflict, the phases of the conflict, and the methods of handling the conflict. - explain the significance of the communication process and communication. - identify the persuasion process. - define the importance of ethical principles in the negotiation process. - link the strategies and tactics with the objectives of the client in the negotiation process.
2.cultural and individual differences to the negotiation process.
3.Discuss conflict, stages of conflict, methods of dealing with conflict.
4.Explain the importance of communication process and communication in negotiation
5.associate strategies and tactics with the client's objectives in the negotiation process.
Recommended or Required Reading
1.Instructor Lecture Notes
Weekly Detailed Course Contents
Week 1 - Theoretical
Introduction to negotiation, definitions concepts
Week 2 - Theoretical
Conflict Management
Week 3 - Theoretical
Perception process, Cognition and Emotion
Week 4 - Theoretical
communication
Week 5 - Theoretical
Distributive bargaining strategies and tactics
Week 6 - Theoretical
Integrative negotiation strategies and tactics
Week 7 - Theoretical
Power, policy and negotiation
Week 8 - Intermediate Exam
Midterm
Week 9 - Theoretical
Ethics in the negotiation process
Week 10 - Theoretical
Individual differences: Gender
Week 11 - Theoretical
Individual differences: Personality traits
Week 12 - Theoretical
Culture and negotiation
Week 13 - Theoretical
Culture and negotiation
Week 14 - Theoretical
Human Resources and Negotiation
Week 15 - Final Exam
Final Exam
Assessment Methods and Criteria
Type of AssessmentCountPercent
Midterm Examination1%40
Final Examination1%70
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory140342
Midterm Examination112113
Final Examination119120
TOTAL WORKLOAD (hours)75
Contribution of Learning Outcomes to Programme Outcomes
PÇ-1
PÇ-2
PÇ-3
PÇ-4
PÇ-5
PÇ-6
PÇ-7
PÇ-8
PÇ-9
PÇ-10
PÇ-11
PÇ-12
PÇ-13
PÇ-14
PÇ-15
OÇ-1
1
2
1
1
2
5
5
1
4
4
2
2
4
1
4
OÇ-2
1
2
2
2
2
5
5
1
4
4
2
2
4
1
1
OÇ-3
2
1
5
5
1
3
2
2
2
2
1
1
OÇ-4
2
2
5
5
2
OÇ-5
2
2
5
5
2
5
2
2
1
1
Adnan Menderes University - Information Package / Course Catalogue
2026