International Negotiations and Negotiating Power

Year 2017, Issue: 10 - Autumn, 283 - 298, 29.12.2017

Muammer Öztürk

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.

Keywords

International negotiations, negotiating power, competency for international relations, negotiating culture, negotiating behaviour, post-negotiation evaluation

Uluslararası Müzakereler ve Müzakere Gücü

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.

Keywords

Uluslararası müzakere, müzakere gücü, uluslararası ilişkiler yetkinliği, müzakere kültürü, müzakere davranışı, müzakere sonrası değerlendirme

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