1	Course Title:	NEGOTIATION IN PURCHASING
2	Course Code:	ISL4309
3	Type of Course:	Optional
4	Level of Course:	First Cycle
5	Year of Study:	4
6	Semester:	7
7	ECTS Credits Allocated:	5
8	Theoretical (hour/week):	3
9	Practice (hour/week) :	0
10	Laboratory (hour/week) :	0
11	Prerequisites:	None
12	Recommended optional programme components:	None
13	Language:	Turkish
14	Mode of Delivery:	Face to face
15	Course Coordinator:	Öğr. Gör. Dr. GÖKHAN ŞENOL
16	Course Lecturers:	Öğr. Gör. Dr. Gökhan Şenol
17	Contactinformation of the Course Coordinator:	Öğr. Gör. Dr. Gökhan Şenol gsenol@uludag.edu.tr 0(224) 294 11 94
18	Website:
19	Objective of the Course:	To teach the students negotiation techniques and methods to be used in purchasing, and to improve the skills of negotiation strategies and tactics.
20	Contribution of the Course to Professional Development	Gaining negotiation and communication skills to using them in purchasing.

21

Learning Outcomes:

1 Learning the basic concepts and issues related to key factors of the negotiations; 2 Learning to identify the purpose in the negotiation and gaining the ability to classify objectives; 3 Recognizing the participants of the negotiation and to learn the relationships between them; 4 Learning to prepare for negotiation; 5 Learning tactics and strategies to be applied in negotiations; 6 Be able to successfully conclude negotiations in purchasing by improving the negotiation skills; 7 Learning to use alternative negotiation techniques effectively; 8 Learning the legal and ethical limitation in negotiations;

22	Course Content:

Week	Theoretical	Practical
1	Introduction to Negotiation Techniques
2	Objectives in Negotiation
3	Negotiation Participants
4	Special Issues in Negotiations
5	Stages of the Negotiation Process
6	Negotiation Strategies
7	Maneuvers and Games in Negotiations
8	Negotiation Tactics
9	Negotiation Skills
10	Alternative Negotiation Techniques
11	Administrative and Commercial Negotiations
12	Legal Factors in the Negotiation Process
13	Ethics in Negotiations
14	Case Studies and Exercise

23	Textbooks, References and/or Other Materials:	Canan Çetin, Müzakere Teknikleri İlke, Süreç, Uygulama, Beta Basım Yayım, 2014 Ünal Sığrı, Müzakere, Siyasal Kitabevi, 2019 Business Review, HBR's 10 Must Reads : Müzakere, Optimist, 2020 Peter Sander, Müzakere 101, Say Yayınları, 2018
24	Assesment

TERM LEARNING ACTIVITIES	NUMBER	PERCENT
Midterm Exam	1	40
Quiz	0	0
Homeworks, Performances	0	0
Final Exam	1	60
Total	2	100
Contribution of Term (Year) Learning Activities to Success Grade		40
Contribution of Final Exam to Success Grade		60
Total		100
Measurement and Evaluation Techniques Used in the Course	Multiple choice exams are used for assessment and evaluation.
Information	Exams are evaluated with a relative or absolute evaluation system depending on the number of students.

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ECTS / WORK LOAD TABLE

Activites	NUMBER	TIME [Hour]	Total WorkLoad [Hour]
Theoretical	14	3	42
Practicals/Labs	0	0	0
Self Study and Preparation	14	2	28
Homeworks, Performances	0	10	20
Projects	0	0	0
Field Studies	0	0	0
Midtermexams	1	20	20
Others	0	0	0
Final Exams	1	40	40
Total WorkLoad			170
Total workload/ 30 hr			5
ECTS Credit of the Course			5

26	CONTRIBUTION OF LEARNING OUTCOMES TO PROGRAMME QUALIFICATIONS
PQ1 PQ2 PQ3 PQ4 PQ5 PQ6 PQ7 PQ8 PQ9 PQ10 PQ11 PQ12 LO1 5 4 5 5 5 5 4 0 1 3 4 2 LO2 5 5 4 4 5 5 1 0 3 2 2 3 LO3 5 4 4 4 5 5 3 0 1 4 4 4 LO4 5 5 4 4 5 5 3 0 1 3 5 3 LO5 5 5 5 3 5 5 4 0 1 5 4 4 LO6 5 4 4 5 5 5 2 0 1 2 4 5 LO7 5 4 5 4 5 5 4 0 1 2 3 3 LO8 5 4 3 3 5 4 2 0 5 3 4 5

LO: Learning Objectives

PQ: Program Qualifications

Contribution Level:

1 Very Low

2 Low

3 Medium

4 High

5 Very High