Negotiation Skills (MGMT 414)

2022 Spring
Sabancı Business School
Mahmut Bayazıt,
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Interactive lecture,Other
Discussion based learning,Simulation,Other
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This course will focus on the problems and possibilities of effective negotiations, conflict management, and power and influence at work and other settings. We will emphasize developing both intellectual knowledge of approaches to negotiation, conflict and organizational and practical skills in applying that knowledge to situations drawn from organizational life and from the experience of class participants. The course will combine readings and lectures with plenty of in-class individual and team negotiation simulations.


  • 1.To understand the structures and dynamics of negotiation, conflict, and power in organizations. 2. To assess your own style, strengths and weaknesses for dealing with conflict situations and for exercising influence. 3. To build capacities for thinking strategically about power, conflict, and negotiations in organizations. 4. To practice and develop skills for managing negotiating situations. 5. To increase your skill at learning from your own and others' experience.


1. Understand the world, their country, their society, as well as themselves and have awareness of ethical problems, social rights, values and responsibility to the self and to others. 5

2. Understand different disciplines from natural and social sciences to mathematics and art, and develop interdisciplinary approaches in thinking and practice. 4

3. Think critically, follow innovations and developments in science and technology, demonstrate personal and organizational entrepreneurship and engage in life-long learning in various subjects; have the ability to continue to educate him/herself. 5

4. Communicate effectively in Turkish and English by oral, written, graphical and technological means. 5

5. Take individual and team responsibility, function effectively and respectively as an individual and a member or a leader of a team; and have the skills to work effectively in multi-disciplinary teams. 5

1. Develop knowledge of theories, concepts, and research methods in humanities and social sciences.

2. Assess how global, national and regional developments affect society.

3. Know how to access and evaluate data from various sources of information.

1. Have an understanding of economics and main functional areas of management

2. Have a basic all-around knowledge in humanities, science, mathematics, and literature

3. Have a basic knowledge of law and ethics, awareness of social and ethical responsibilities

4. Work effectively in teams and environments characterized by people of diverse educational, social and cultural backgrounds

5. Demonstrate proficiency in oral and written communications in English

6. Pursue open minded inquiry and appreciate the importance of research as an input into management practice; thus, a.know how to access, interpret and analyze data and information by using current technologies b.use the results from analyses to make informed decisions

7. Use office softwares for written communication, presentation, and data analysis

8. Demonstrate awareness that business settings present different opportunities and challenges for managers due to environmental/contextual differences that arise in economic, political, cultural, legal-regulatory domains


  Percentage (%)
Assignment 10
Term-Paper 30
Participation 35
Other 25



R. Fisher, W. Ury and B. Patton, Getting to Yes: Negotiating Agreement without Giving In, New York: Penguin.

R. Lewicki, D. M. Saunders, B. Barry, J. W. Minton, Essentials of Negotiation (5th Edition).