Course Details

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Course Information
SemesterCourse Unit CodeCourse Unit TitleT+P+LCreditNumber of ECTS CreditsLast Updated Date
7BA445NEGOTIATION & ORGANIZATIONAL CONFLICT RESOLUTION3+0+03511.09.2025

 
Course Details
Language of Instruction English
Level of Course Unit Bachelor's Degree
Department / Program BUSINESS ADMINISTRATION
Type of Program Formal Education
Type of Course Unit Elective
Course Delivery Method Face To Face
Objectives of the Course Describing theories and research related to negotiation and conflict management.
Inferring the role of communication in conflict, negotiation processes, and the components of conflict that lead to constructive or destructive negotiation patterns.
Evaluating the effectiveness and appropriateness of strategies, methods, and responses that are appropriate to a given conflict situation.
Recommending effective conflict management communication for a given situation.
Course Content This course provides a comprehensive introduction to concepts in negotiation, interpersonal effectiveness, and organizational conflict resolution. Various types of negotiations, including integrative (win/win approach), distributive (win/lose approach), and various iterations of these two extremes, will be explored. In addition, communication (face to face, virtual, and verbal/nonverbal), emotion/perception (psychological intangibles), team/multiparty negotiations, international negotiations, and cultural differences will be discussed.
Course Methods and Techniques -
Prerequisites and co-requisities None
Course Coordinator None
Name of Lecturers Associate Prof.Dr. Kübra Şimşek kubra.simsek@agu.edu.tr
Assistants None
Work Placement(s) No

Recommended or Required Reading
Resources Cases and notes will be provided.
Course Notes -

Course Category
Mathematics and Basic Sciences %0
Engineering %10
Engineering Design %0
Social Sciences %30
Education %0
Science %0
Health %0
Field %60

Planned Learning Activities and Teaching Methods
Activities are given in detail in the section of "Assessment Methods and Criteria" and "Workload Calculation"

Assessment Methods and Criteria
In-Term Studies Quantity Percentage
Yarıyıl İçi Çalışmalarının Başarı Notunun Katkısı 14 % 10
Quiz/Küçük Sınav 12 % 10
Final examination 1 % 40
Diğer (Staj vb.) 1 % 40
Total
28
% 100

 
ECTS Allocated Based on Student Workload
Activities Quantity Duration Total Work Load
Tartışma 14 2 28
Yazılı Sınav 1 20 20
Okuma 14 2 28
Yüz Yüze Ders 14 3 42
Derse Devam 14 1 14
Final Sınavı 1 20 20
Total Work Load   Number of ECTS Credits 5 152

 
Course Learning Outcomes: Upon the successful completion of this course, students will be able to:
NoLearning Outcomes
1 Apply negotiation models across contexts with justified model selection.
2 Engage constructively in integrative negotiation and collaborative problem solving.
3 Create value through the negotiation process with an equitable share outcome.
4 Evaluate the impacts of values, culture, power, and gender on negotiation.
5 Identify strategies for diversity and inclusion in negotiation situations.
6 Apply an ESR framework (Ethics, Sustainability, Responsibility) to negotiation situations.

 
Weekly Detailed Course Contents
WeekTopicsStudy MaterialsMaterials
1 Course Overview, Introductions, Conflict: Who, What, When, Where and Why? What is Negotiation and Why is it Important? Reading the relevant chapter from the course textbook Slides
2 Conflicts within and between Myself, My Family & My Friends Reading the relevant chapter from the course textbook Slides
3 Intro to Distributive Negotiation, Competitive Arousal Reading the relevant chapter from the course textbook Slides
4 Conflicts Within & Between Groups Reading the relevant chapter from the course textbook Slides
5 Conflict Transformation Reading the relevant chapter from the course textbook Slides
6 Conflict Resolution Theory Reading the relevant chapter from the course textbook Slides
7 Communication Conflict Resolution Reading the relevant chapter from the course textbook Slides
8 Lecture Free Week
9 Midterm
10 Integrative Negotiation, How to collaborate for better outcomes Reading the relevant chapter from the course textbook Slides
11 Perception, Cognition, Emotion, Ethics & Influence, Expressing Appreciation/Building Affiliation Reading the relevant chapter from the course textbook Slides
12 Power, Choosing a role, negative emotions, being prepared Reading the relevant chapter from the course textbook Slides
13 Relationships, Diversity, Gender, Culture & Successful Conflict Resolution Reading the relevant chapter from the course textbook Slides
14 Multiparty Negotiations, Teams and Coalition Building Reading the relevant chapter from the course textbook Slides
15 International Negotiations, Culture Reading the relevant chapter from the course textbook Slides
16 Final Exam - -

 
Contribution of Learning Outcomes to Programme Outcomes
P1 P2 P3 P4 P5 P6 P7 P8 P9 P10
All 3 4 3 5 3 5 4 2 4 4
C1 4 5 3 4 3 4 2 2 2 3
C2 3 3 4 5 3 5 2 2 3 2
C3 4 4 3 4 2 4 3 2 4 3
C4 2 4 3 5 3 4 4 1 4 4
C5 1 3 3 5 3 5 5 1 4 3
C6 2 4 3 4 3 4 5 2 5 4

  Contribution: 1: Very Slight 2:Slight 3:Moderate 4:Significant 5:Very Significant

  
  https://sis.agu.edu.tr/oibs/bologna/progCourseDetails.aspx?curCourse=79296&lang=en
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