COURSE UNIT TITLE

: NEGOTIATION TECHNIQUES AND CONFLICT PSYCHOLOGY

DEGREE PROGRAMMES

Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS
ÇEK 6072 NEGOTIATION TECHNIQUES AND CONFLICT PSYCHOLOGY ELECTIVE 3 0 0 8

Offered By

Labour Economics and Industrial Relations

Level of Course Unit

Third Cycle Programmes (Doctorate Degree)

Course Coordinator

PROFESSOR TUNÇ DEMIRBILEK

Offered to

Labour Economics and Industrial Relations

Course Objective

The purpose of this course is to teach students the theoretical knowledge about strategy and tactics which used to optimize rights and benefits in the negotiation process carried out between the parties and to gain students the skills for examining attitudinal and behavioral aspects of dispute at the levels of individual, group and organization.

Learning Outcomes of the Course Unit

1   Being able to understand concepts of negotiation and dispute
2   Being able to comprehend the fundamental principles of negotiation
3   Being able to understand how to negotiate and solve problems in different situations
4   Being able to solve disputes and problems which happens between individuals, groups and organizations
5   Being able to analyze the alternative dispute resolution methods

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description
1 The Concept and Process of Negotiation
2 Distributive Negotiation and Tactics
3 Integrative Negotiation and Tactics
4 Chacteristics of Negotiator and Emotion and Perception Management in Negotiations
5 Persuasion in Negotiations
6 Commitment in Negotiations
7 Ethics in Negotiations
8 Midterm Exam
9 Breakdown of Negotiations and Conflict Management
10 Types and Origins of Dispute
11 Negotiation and Conflict Management in the Process of Mediation
12 Negotiation and Conflict Management in the Process of Strike
13 Cross-cultural Negotiation
14 Dispute Resolution

Recomended or Required Reading

Tunç Demirbilek. (1996). Toplu Pazarlığın Davranışsal Boyutu, Istanbul: Basisen Yayını.
Tunç Demirbilek. (2010). Kişilik ve Toplu Görüşme, Izmir: DEÜ. IIBF. Yayın No: 09.1600.0000.000/DK. 10.075.520.
Laurie S. Coltri. (2010). Alternative Dispute Resolution : A Conflict Diagnosis Approach, 2nd Edition, Boston : Prentice Hall.
Stephen J. Ware. (2007). Principles Of Alternative Dispute Resolution, 2nd Edition, St. Paul, MN : Thomson/West.
Canan Çetin. (2009). Müzakere Teknikleri Ilke, Süreç, Uygulama, Istanbul: Beta Basım.
Roy J. Lewicki vd. (2004). Essentials of Negotiation, 3rd Edition, Boston : McGraw-Hill/Irwin.
Robert B. Cialdini. (2004). Iknanın Psikolojisi, Istanbul: MediaCat Yayınları.
Mustafa Özbek. (2003). Alternatif Uyuşmazlık Çözümü, Ankara: Yaklaşım Yayınları.
Muzaffer Ercan Yılmaz. (2006). Uyuşmazlık Analizi ve Çözümü, Ankara: Nobel.

Planned Learning Activities and Teaching Methods

Lecture, Assignment, Presentation, Question-Answer, Discussion

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA
1 MTE MIDTERM EXAM
2 STT TERM WORK (SEMESTER)
3 FIN FINAL EXAM
4 FCG FINAL COURSE GRADE MTE * 0.30 + STT * 0.30 + FIN* 0.40
5 RST RESIT
6 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.30 + STT * 0.30 + RST* 0.40


Further Notes About Assessment Methods

None

Assessment Criteria

To be announced.

Language of Instruction

Turkish

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

+ 90 0.232.3010351
t.demirbilek@deu.edu.tr

Office Hours

Friday 04:00 pm-05:00 pm

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 13 3 39
Preparing assignments 1 18 18
Preparation for midterm exam 1 10 10
Preparation for final exam 1 15 15
Preparing presentations 1 6 6
Preparations before/after weekly lectures 13 8 104
Midterm 1 1 1
Final 1 1 1
TOTAL WORKLOAD (hours) 194

Contribution of Learning Outcomes to Programme Outcomes

PO/LOPO.1PO.2PO.3PO.4PO.5
LO.15555
LO.25555
LO.35555
LO.45555
LO.55555

CONTACT INFORMATION
Dokuz Eylül Üniversitesi Cumhuriyet Bulvarı No: 144 35210 Alsancak / İZMİR
Phone: +90(232) 412 12 12 - Fax: +90 (232) 464 81 35

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