BA4222 NEGOTIATION PROCESS
| Course Code: |
3124222 |
| METU Credit (Theoretical-Laboratory hours/week): |
3(3-0) |
| ECTS Credit: |
6.0 |
| Department: |
Business Administration |
| Language of Instruction: |
English |
| Level of Study: |
Undergraduate |
| Course Coordinator: |
Lecturer TUÐRUL ATASOY |
| Offered Semester: |
Fall Semesters. |
Course Content
The viewpoint that Manager is a negotiator is emphasized. Negotiation structure, planning for negotiation; hard soft and principled types and distributive and negative negotiations are analyzed, various heuristics are developed. Cases and exercises in this area are used to build the necessary understanding and skills.
