Academic Catalog

BA5222 NEGOTIATION PROCESS

Course Code:	3125222
METU Credit (Theoretical-Laboratory hours/week):	3(3-0)
ECTS Credit:	8.0
Department:	Business Administration
Language of Instruction:	English
Level of Study:	Graduate
Course Coordinator:	Assist.Prof.Dr HANDE AYAYDIN HACIÖMEROÐLU
Offered Semester:	Fall Semesters.

Course Content

The viewpoint that the manager is a negotiator is emphasized. Negotiation structure, planning for negotiation, aggressive,, consultative,, distributive and negative negotiations are analyzed, and various heuristics are developed. Cases and exercises in this area are used to build the necessary understanding and skills.