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International Negotiations and Negotiating Power

Year 2017, , 283 - 298, 29.12.2017
https://doi.org/10.16947/fsmia.372656

Abstract

International relations are in a sense conducted through negotiations. International

successful political and economic relations are generally outcomes of successful negotiations.

International negotiations have become a fundamental competency which states

and companies running international business must possess. This article stresses that

international negotiation skill is also an international relations skill. The most definite

indication of this fact has become the introduction of the official title chief negotiator in

state organizations. It has also been shown that companies running international business

have also established separate departments for conducting negotiations. In line with the

growing importance of international negotiations, this article draws attention to the concept

of negotiating power as a factor determining the success in international negotiations.

In the framework of this conception, this article offers a presentation of the elements

shaping the negotiating power in international negotiations.

References

  • Adler, Nancy J. – Jelinek, Mariann, “Is «Organization Culture» Culture Bound?”, Human Resource Management, vol. 25, no. 1, Spring 1986. Bhattacharya, Debapriya, Least Developed Countries in Trade Negotiations: Policy Process and Information Needs, Economic and Social Commission for Asia and Pacific, 21 June 2004. Cialdini, Robert B., İknanın Psikolojisi: Teori ve Pratik Bir Arada, çev. Yasemin Fletcher, İstanbul, MediaCat Kitapları, 2008. Curry, Jeffrey Edmund, A Short Course in International Negotiating. Planning and conducting international commercial negotiations, California, World Trade Press, 1999. Deutsche Welle, “German companies cheer Iran deal, Deutsche Welle, 14.07.2015, http://www.dw.com/en/german-companies-cheer-iran-deal/ a-18583340, (Erişim: 4 Mayıs, 2016). _________, “German politicians and business leaders voice relief over Iran nuclear deal”, Deutsche Welle, 14.07.2015, http://www.dw.com/en/german-politicians- and-business-leaders-voice-relief-over-iran-nuclear-deal/a-18584231, (Erişim: 4 Mayıs 2016). Ertel, Danny, “Turning Negotiation into a Corporate Capability”, Harvard Business Review, May – June 1999. Fürtig, Henner, “The Nuclear Agreement with Iran: Successful Settling of an International Crisis”, GICA Focus, number 6, 2015. Garten, Jeffrey E., “Business and Foreign Policy”, Foreign Affairs, vol. 76, no. 3, May-June 1997. Gesteland, Richard R., Cross-Cultural Business Behavior: Marketing, Negotiatimg, Sourcing and Managing Across Cultures, Denmark, Copenhagen Business School Press, 2002. Hurn, Brian J., “The Influence of culture on international business negotiations”, Industrial and Commercial Training, vol. 39, no. 7, 2007. Katz, Lothar, Negotiating International Business, Charleston, SC, United States, Booksurge Publishing, 2006. Kissinger, Henry, Dünya Düzeni, çev. Sinem Sultan Gül, İstanbul, Boyner Yayınları, 2006. Luecke, Richard, Müzakere, çev. Meral Çiyan Şenerdi, İstanbul, İş Bankası Kültür Yayınları, 2008. _________, Güç, Etki ve İkna. Düşüncenizi kabul ettirin ki hedefiniz gerçekleşsin, çev. Turan Parlak, İstanbul, İş Bankası Kültür Yayınları, 2007. McGuire, Ruth, “Negotiation: an important life skill”, The Pharmaceutical Journal, vol. 273, 3 July 2004. Nordbo, Simen Moen, “Cultural impacts in international negotiation - negotiating with Norwegians,” ADR Bulletin, Article 2, Vol. 12, No. 2, 2010, http:// epublications.bond.edu.au/adr/vol12/iss2/2, (Erişim: 8 Nisan 2016). Price, Ron – Lisk, Randy, 4/4’lük Lider. Üstün Performans Gösteren Bir Lider Olabilmek İçin Bilmeniz Gereken Her Şey, çev. Süeda Bilge Okuyan, İstanbul, İş Kavramları Yayınları, 2014. Saner, Raymond, The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership, 2nd edition, Leiden, Martinus Nijhoff Publishers, 2005. Szulc, Tad, “How Kissinger Did It: Behind the Vietnam Cease-Fire Agreement”, Foreign Policy, no. 15, Summer 1974. The Guardian, “Iran nuclear deal: world powers reach historic agreement to lift sanctions”, 14 Temmuz 2015, https://www.theguardian.com/world/2015/ jul/14/iran-nuclear-programme-world-powers-historic-deal-lift-sanctions, (Erişim: 8 Nisan 2016). The White House, “President’s Visit to Europe & Middle East: May 31 ‒ June 5, 2003”, The White House Photos, https://georgewbush-whitehouse.archives. gov/infocus/middle-east/photoessay/04.html, (Erişim: 20 Haziran 2016). UNEP, Guide for Negotiators of Multilateral Environmental Agreement, United Nations Environment Programme (UNEP), 2007, http://www.unep.org/pdf/ delc/Guide_for_MEAs_final.pdf, (Erişim: 21 Mayıs 2016). United Airlines, “About Negotiations”, United Negotiations, 2016, http:// www.unitednegotiations.com/about-negotiations, (Erişim: 9 Mayıs 2016). Watkins, Michael, “Negotiating in a Complex World”, Negotiating Journal, vol. 15, no. 3, July 1999. Winham, Gilbert R., “International negotiation in an age of transition”, International Journal, vol. 35, no. 1, Negotiation, Winter 1979/1980. _________, “Negotiation as a Management Process”, World Politics, vol. 30, no. 1, October 1977.

Uluslararası Müzakereler ve Müzakere Gücü

Year 2017, , 283 - 298, 29.12.2017
https://doi.org/10.16947/fsmia.372656

Abstract

Uluslararası ilişkiler bir manada müzakereler yoluyla yürütülür. Uluslararası başarılı

siyasi ya da ekonomik ilişkiler, çoğunlukla başarılı müzakerelerin neticesidir. Uluslararası

müzakere, devletler kadar uluslararası faaliyet yürüten şirketlerin de sahip olması

gereken en temel yetkinlik alanlarından birisi halini almıştır. Bu makale, esas itibarıyla

uluslararası müzakere becerisinin, bir uluslararası ilişkiler yetkinliği olduğuna vurgu

yapmaktadır. Bu durumun en belirgin göstergesi de devletler bünyesinde baş müzakereci

ismiyle resmi bir unvanının ihdas edilmesi olmuştur. Uluslararası faaliyet icra eden şirketlerde

de müzakere işlerini yürütmekle görevli ayrı birimler kurulduğu görülmüştür.

Makale, belirtilen gelişmelerin işaret ettiği üzere uluslararası müzakerelerin artan önemi

doğrultusunda uluslararası müzakerecilikte başarıyı belirleyen bir unsur olarak müzakere

gücü kavramına ayrıca dikkat çekmektedir. Bu vurgu dâhilinde makalede uluslararası

müzakerelerde müzakere gücünü oluşturan unsurların bir anlatımı sunulmaktadır.

References

  • Adler, Nancy J. – Jelinek, Mariann, “Is «Organization Culture» Culture Bound?”, Human Resource Management, vol. 25, no. 1, Spring 1986. Bhattacharya, Debapriya, Least Developed Countries in Trade Negotiations: Policy Process and Information Needs, Economic and Social Commission for Asia and Pacific, 21 June 2004. Cialdini, Robert B., İknanın Psikolojisi: Teori ve Pratik Bir Arada, çev. Yasemin Fletcher, İstanbul, MediaCat Kitapları, 2008. Curry, Jeffrey Edmund, A Short Course in International Negotiating. Planning and conducting international commercial negotiations, California, World Trade Press, 1999. Deutsche Welle, “German companies cheer Iran deal, Deutsche Welle, 14.07.2015, http://www.dw.com/en/german-companies-cheer-iran-deal/ a-18583340, (Erişim: 4 Mayıs, 2016). _________, “German politicians and business leaders voice relief over Iran nuclear deal”, Deutsche Welle, 14.07.2015, http://www.dw.com/en/german-politicians- and-business-leaders-voice-relief-over-iran-nuclear-deal/a-18584231, (Erişim: 4 Mayıs 2016). Ertel, Danny, “Turning Negotiation into a Corporate Capability”, Harvard Business Review, May – June 1999. Fürtig, Henner, “The Nuclear Agreement with Iran: Successful Settling of an International Crisis”, GICA Focus, number 6, 2015. Garten, Jeffrey E., “Business and Foreign Policy”, Foreign Affairs, vol. 76, no. 3, May-June 1997. Gesteland, Richard R., Cross-Cultural Business Behavior: Marketing, Negotiatimg, Sourcing and Managing Across Cultures, Denmark, Copenhagen Business School Press, 2002. Hurn, Brian J., “The Influence of culture on international business negotiations”, Industrial and Commercial Training, vol. 39, no. 7, 2007. Katz, Lothar, Negotiating International Business, Charleston, SC, United States, Booksurge Publishing, 2006. Kissinger, Henry, Dünya Düzeni, çev. Sinem Sultan Gül, İstanbul, Boyner Yayınları, 2006. Luecke, Richard, Müzakere, çev. Meral Çiyan Şenerdi, İstanbul, İş Bankası Kültür Yayınları, 2008. _________, Güç, Etki ve İkna. Düşüncenizi kabul ettirin ki hedefiniz gerçekleşsin, çev. Turan Parlak, İstanbul, İş Bankası Kültür Yayınları, 2007. McGuire, Ruth, “Negotiation: an important life skill”, The Pharmaceutical Journal, vol. 273, 3 July 2004. Nordbo, Simen Moen, “Cultural impacts in international negotiation - negotiating with Norwegians,” ADR Bulletin, Article 2, Vol. 12, No. 2, 2010, http:// epublications.bond.edu.au/adr/vol12/iss2/2, (Erişim: 8 Nisan 2016). Price, Ron – Lisk, Randy, 4/4’lük Lider. Üstün Performans Gösteren Bir Lider Olabilmek İçin Bilmeniz Gereken Her Şey, çev. Süeda Bilge Okuyan, İstanbul, İş Kavramları Yayınları, 2014. Saner, Raymond, The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership, 2nd edition, Leiden, Martinus Nijhoff Publishers, 2005. Szulc, Tad, “How Kissinger Did It: Behind the Vietnam Cease-Fire Agreement”, Foreign Policy, no. 15, Summer 1974. The Guardian, “Iran nuclear deal: world powers reach historic agreement to lift sanctions”, 14 Temmuz 2015, https://www.theguardian.com/world/2015/ jul/14/iran-nuclear-programme-world-powers-historic-deal-lift-sanctions, (Erişim: 8 Nisan 2016). The White House, “President’s Visit to Europe & Middle East: May 31 ‒ June 5, 2003”, The White House Photos, https://georgewbush-whitehouse.archives. gov/infocus/middle-east/photoessay/04.html, (Erişim: 20 Haziran 2016). UNEP, Guide for Negotiators of Multilateral Environmental Agreement, United Nations Environment Programme (UNEP), 2007, http://www.unep.org/pdf/ delc/Guide_for_MEAs_final.pdf, (Erişim: 21 Mayıs 2016). United Airlines, “About Negotiations”, United Negotiations, 2016, http:// www.unitednegotiations.com/about-negotiations, (Erişim: 9 Mayıs 2016). Watkins, Michael, “Negotiating in a Complex World”, Negotiating Journal, vol. 15, no. 3, July 1999. Winham, Gilbert R., “International negotiation in an age of transition”, International Journal, vol. 35, no. 1, Negotiation, Winter 1979/1980. _________, “Negotiation as a Management Process”, World Politics, vol. 30, no. 1, October 1977.
There are 1 citations in total.

Details

Journal Section Researches and Studies
Authors

Muammer Öztürk

Publication Date December 29, 2017
Acceptance Date December 29, 2017
Published in Issue Year 2017

Cite

APA Öztürk, M. (2017). Uluslararası Müzakereler ve Müzakere Gücü. FSM İlmi Araştırmalar İnsan Ve Toplum Bilimleri Dergisi(10), 283-298. https://doi.org/10.16947/fsmia.372656
AMA Öztürk M. Uluslararası Müzakereler ve Müzakere Gücü. FSM İlmi Araştırmalar İnsan ve Toplum Bilimleri Dergisi. December 2017;(10):283-298. doi:10.16947/fsmia.372656
Chicago Öztürk, Muammer. “Uluslararası Müzakereler Ve Müzakere Gücü”. FSM İlmi Araştırmalar İnsan Ve Toplum Bilimleri Dergisi, no. 10 (December 2017): 283-98. https://doi.org/10.16947/fsmia.372656.
EndNote Öztürk M (December 1, 2017) Uluslararası Müzakereler ve Müzakere Gücü. FSM İlmi Araştırmalar İnsan ve Toplum Bilimleri Dergisi 10 283–298.
IEEE M. Öztürk, “Uluslararası Müzakereler ve Müzakere Gücü”, FSM İlmi Araştırmalar İnsan ve Toplum Bilimleri Dergisi, no. 10, pp. 283–298, December 2017, doi: 10.16947/fsmia.372656.
ISNAD Öztürk, Muammer. “Uluslararası Müzakereler Ve Müzakere Gücü”. FSM İlmi Araştırmalar İnsan ve Toplum Bilimleri Dergisi 10 (December 2017), 283-298. https://doi.org/10.16947/fsmia.372656.
JAMA Öztürk M. Uluslararası Müzakereler ve Müzakere Gücü. FSM İlmi Araştırmalar İnsan ve Toplum Bilimleri Dergisi. 2017;:283–298.
MLA Öztürk, Muammer. “Uluslararası Müzakereler Ve Müzakere Gücü”. FSM İlmi Araştırmalar İnsan Ve Toplum Bilimleri Dergisi, no. 10, 2017, pp. 283-98, doi:10.16947/fsmia.372656.
Vancouver Öztürk M. Uluslararası Müzakereler ve Müzakere Gücü. FSM İlmi Araştırmalar İnsan ve Toplum Bilimleri Dergisi. 2017(10):283-98.