Can the Contribution of the “Principled Negotiation” Approach to Corporate Communication Be Measured? Negotiation Index Model

Year 2022, , 3269 - 3286, 30.09.2022

Hakan Karabacak , Ünsal Sığrı

https://doi.org/10.29023/alanyaakademik.1024805

Abstract

Harvard Negotiation Model, as one of the most important conceptual models in negotiation, introduced the "Principled Negotiation" developed by Fisher and Ury (1981). However, there is no criterion that reveals the extent to which the Principled Negotiation can be applied. In this study, it is aimed to develop an Index to determine to what extent the negotiations are conducted “on the basis of principles”. The contribution of negotiation competence to corporate communication is quantified. The Negotiation Index Model was created based on Fisher and Ury (1981) using the The Balance Method. The Model provides an objective measure of the extent to which the negotiating parties have adopted the Principled Negotiation, and provides a perspective for improving the negotiation process.

Keywords

Principled Negotiation, Corporate Communication, Negotiation Index

“İlkeli Müzakere” Yaklaşımının Kurumsal İletişime Katkısı Ölçülebilir mi? Müzakere Endeksi Modeli

Abstract

Müzakere alanında en önemli kavramsal modellerden olan Harvard Müzakere Modeli Fisher ve Ury (1981) tarafından geliştirilen “İlkeli Müzakere” yaklaşımını ortaya koymuştur. Ancak İlkeli Müzakerenin müzakerelerde ne ölçüde uygulanabildiğini ortaya çıkaran niceliksel bir ölçüt henüz bulunmamaktadır. Bu çalışmada, müzakerelerin ne ölçüde “ilkeler temelinde” yürütüldüğünün belirlenmesine yönelik bir Endeks geliştirilmesi amaçlanmıştır. Böylece müzakere yetkinliğinin kurumsal iletişime katkısı niceliksel hale getirilmiştir. Çalışmada, Fisher ve Ury (1981)’e dayanılarak Müzakere Endeksi Modeli adı verilen bir Endeks oluşturulmuştur. Endeksinin hesaplanma yöntemi olarak Denge Yöntemi esas alınmıştır. Müzakere Endeksi Modeli, müzakere sürecinde yer alan tarafların veya müzakere heyetlerinin İlkeli Müzakereyi ne ölçüde benimsediklerine ilişkin nesnel bir ölçüt ve müzakere sürecinin iyileştirilmesine yönelik bir bakış açısı sunmaktadır.

Keywords

İlkeli Müzakere, Kurumsal İletişim, Müzakere Endeksi

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