@article{article_499119, title={A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers}, journal={Ege Academic Review}, volume={18}, pages={273–288}, year={2018}, DOI={10.21121/eab.2018237355}, author={Demiral, Özge}, keywords={Culture,negotiation,negotiation style,negotiation tendencies,Turkish managers,American managers}, abstract={<p>It is a well-proven evidence that national cultures </p> <p>of international business managers affect their </p> <p>negotiation styles. There are also cross-national </p> <p>studies suggesting that Turkish and American </p> <p>cultures have unique characteristics and differ in </p> <p>many ways. Combining these two premises, this </p> <p>research compares the key negotiation tendencies </p> <p>of 108 Turkish and American managers who have </p> <p>been somewhat involved in business negotiations </p> <p>on behalf of their organizations. Data was obtained </p> <p>through quantitative ranking style questionnaires </p> <p>and interviews administrated in the California </p> <p>State of America and major cities in Turkey. In the </p> <p>qualitative part, utilizing the mutual assessments </p> <p>of experienced Turkish negotiators on American </p> <p>negotiation styles and vice versa, the study gives </p> <p>insights into the debate on the determinants of </p> <p>cross-cultural business negotiations in the case </p> <p>of these two distinct cultures. Results from the </p> <p>independent-samples t-test which compared the </p> <p>means of quantitative scores reveal that although </p> <p>the negotiation styles of Turkish and American </p> <p>managers working for fully-domestic businesses </p> <p>differ significantly, both American and Turkish </p> <p>managers of multinational businesses tend to </p> <p>use similar negotiation styles. Coherently, some </p> <p>qualitative assessments were also found supporting </p> <p>the convergence trajectory towards cultureindependent </p> <p>‘common’ principles in international </p> <p>business and cooperation negotiations. </p>}, number={2}, publisher={Ege University}