Research Article
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Etkili Çatışma Çözüm ve Müzakere Becerileri Ölçeği

Year 2019, Volume: 36 Issue: 1, 133 - 149, 17.06.2019
https://doi.org/10.32600/huefd.433392

Abstract

Bu çalışmanın temel amacı Türkiye bağlamında kullanılmak üzere kültrüel olarak uygun olan özgün bir etkili çatışma
çözüm ve müzakere becerileri ölçeği geliştirmektir. Bu amaçla, bu çalışmada üç farklı örnek kullanılmıştır. İlk
örneklem, çalışan yetişkinlerin gerçek çatışma deneyimlerini mülakatlar aracılığı ile toplamak ve uygun ölçek
maddeleri oluşturmak üzere 70 erkek ve 64 kadın olmak üzere farklı sektörlerden toplam 134 çalışandan
oluşturulmuştur. İkinci örneklem, ölçeğin geçerlik ve güvenilirliğini incelemek üzere 123'ü kadın, 36'sı erkek 159
öğrenciden oluşmaktadır. Son olarak bir beyaz eşya üreticisi firma çalışanlarından 98'i erkek, 17'si kadın olmak üzere
toplam 115 çalışandan oluşan örneklem ile ölçeğin çalışan yetişkin örnekleminde sınanması amaçlanmıştır. Ölçeğin
kriter geçerliliği test etmek üzwre Duygusal Zekâ Ölçeği (TEIQ-SF) kullanılmıştır. Yapılan analizler sonunda Etkili
Çatışma Çözme ve Müzakere Becerileri Ölçeği’nin toplam 40 maddelik bir ölçek olduğu ortaya konulmuştur. Öçleğin
“müzakerecinin tarzı”, “mantık ve sağduyu”, “karşı tarafa duyarlılık”, “hedefe odaklılık”, “pnlama”, “etkili iletişim”
ve “kendini kararlılıkla ifade etme” olarak adlandırılan 7 alt boyuta sahiptir. Elde edilen sonuçlar, Etkili Çatışma
Çözüm ve Müzakere Becerileri Ölçeği'nin, köklerini Türk kültüründen alan geçerli ve güvenilir original bir ölçek
olduğunu göstermektedir. 

References

  • Referans1 Agee, M.L. & Kabasakal, H.E. (1993). Exploring Conflict Resolution Styles: A Study of Turkish and American University Business Students. International Journal of Social Economics, 20 (9), 3-14.
  • Referans2 Akbalik, F.G. (2001). Çatışma Çözme Ölçeği’nin Geçerlilik ve Güvenilirlik Çalışması. Türk Psikologlar Derneği Dergisi, 2 (15), 1-15.
  • Referans3 Arnold, J.A. & O’connor, K.M. (2006). How Negotiator Self-Efficacy Drives Desicions to Pursue Mediation. Journal of Applied Social Psychology, 36 (11), 2649-2669.
  • Referans4 Arslan, C. (2005). Kişilerarası Çatışma Çözme ve Problem Çözme Yaklaşımlarının Yükleme Karmaşıklığı Açısından İncelenmesi, (Unpublished Doctoral Thesis). Konya Selçuk Üniversitesi Sosyal Bilimler Enstitüsü.
  • Referans5 Basim, H.N., Çetin, F. & Meydan, C.H. (2009a). Kişilerarası Çatışma Çözme Yaklaşımlarında Kontrol Odağının Rolü. Selçuk Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, 21, 57-69.
  • Referans6 Basim, H.N., Çetin F. & Tabak, A. (2009b). Beş Faktör Kişilik Özelliklerinin Kişilerarası Çatışma Çözme Yaklaşımlarıyla İlişkisi. Türk Psikoloji Dergisi, 24 (63), 20-34.
  • Referans7 Bazerman, M.H. & Neale, M.A. (1982). Improving Negotiator Effectiveness Under Final Offer Arbitration: The Role of Selection and Training. Journal of Applied Psychology, 67, 543-548.
  • Referans8 Bazerman, M.H. (1985). Norms of Distributive Justice in Interest Arbitration. Industrial and Labor Relations Review, 38 (4), 558-570.
  • Referans9 Breckler, S. J. (1984). Empirical validation of affect, behavior, and cognition as distinct components of attitude. Journal of Personality and Social Psychology, 47, 1191-1205.
  • Referans10 Brett, J., Northcrafy, G. & Pinkley, R. (1999). Stairways to Heaven: An Interlocking Self-Regulation Model of Negotiation. The Academy of Management Review, 24, 435–451.
  • Referans11 Butler, J. K., Jr., (1994). Conflict Styles and Outcomes in a Negotiation With Fully-Integrative Potential. International Journal of Conflict Management, 5, 308-325.
  • Referans12 Carroll, J.S., Bazerman, M.H. & Maury, R. (1988). Negotiator Cognitions: A Descriptive Approach to Negotiators’ Understanding of Their Opponents. Organizational Behavior and Human Decision Processes, 41 (3), 352–370.
  • Referans13 Clyman, D.R. & Tripp, T.M. (2000). Discrepant Values and Measures of Negotiator Performance. Group Decision and Negotiation, 9 (4), 251-274.
  • Referans14 Deniz, M.E, Özer, E & Işik, E. (2013). Duygusal Zekâ Özelliği Ölçeği–Kısa Formu: Geçerlik ve Güvenirlik Çalışması. Eğitim ve Bilim, 38, 169.
  • Referans15 Fulmer, I.S. & Barry, B. (2004). The Smart Negotiator: Cognitive Ability And Emotional Intelligence In Negotiation. International Journal of Conflict Management, 15 (3), 245-272.
  • Referans16 Galinsky, A. D., Mussweiler, T. & Medvec, V. H. (2002). Disconnecting Outcomes and Evaluations: The Role of Negotiator Focus. Journal of Personality and Social Psychology, 83, 1131-1140.
  • Referans17 Gazioğlu, G. (2008). The Efects of Peace and Conflict Resolution Education on Emotional Intelligence, Self –Concept and Conflict Resolution Skills. (Boğaziçi Üniversitesi, Unpublished Master’s Thesis)
  • Referans18 Goldstein, S.B. (1999). Consturaction and Validation of Conflict Communication Scale. Journal of Applied Social Psychology, 29 (9), 1803-1832.
  • Referans19 Gross, M.A. & Guerrero, L.K. (2000). Managing Conflict Appropriately and Effectively: An Application of The Competence Model to Rahim's Organizational Conflict Styles. The Journal of Conflict Management, 11 (3), 200-226.
  • Referans20 Jordan, P. J. & Troth, A. C. (2004). Managing Emotions During Team Problem Solving: Emotional Intelligence and Conflict Resolution. Human Performance, 17 (2), 195-218.
  • Referans21 Katz, N.H., Lawyer J.W. & Sweedler M.K. (2010). Communication and conflict resolution skills. Kendall Hunt Publishing.
  • Referans22 Kemp, K.E., & Smith, W.P. (1994). Information Exchange, Toughness, and İntegrative Bargaining: The Roles of Explicit Cues and Perspective-Taking. The International Journal of Conflict Management, 5, 5–21.
  • Referans23 Kozan, M.K. & Ergin, C. (1998). Preference for Third Party Help in Conflict Management in the United States and Turkey An Experimental Study. Journal of Conflict Management, 29 (4), 249-267.
  • Referans24 Kray, L. J. & Haselhuhn, M. (2007). Implicit Negotiation Beliefs And Performance: Longitudinal And Experimental Evidence. Journal of Personality and Social Psychology, 93, 49–64.
  • Referans25 Kurtzberg, T.R. (1998). Creative Thinking, Cognitive Aptitude, and Integrative Joint Gain: A Study of Negotiator Creativity. Creativity Research Journal, 11: 283-93.
  • Referans26 Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essentials of negotiation (5thed., p. 290). McGraw-Hill.
  • Referans27 Lewicki, R.J., Barry, B. & Saunders, D.M. (2010). Negotiation (6th Edition). New York: Mc Graw-Hill/Irwin.
  • Referans28 Mariam, L. C. (2011). The Conflict Resolution Strategies Scale Short Form (CRSS-SF), ProQuest Dissertations and Theses.
  • Referans29 Neale, M.A. & Bazerman, M.H. (1985). The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes. The Academy of Management Journal, 28 (1), 34-49.
  • Referans30 Neale, M.A. & Northcraft, G.B. (1986). Experts, Amateurs, And Refrigerators: Comparing Expert And Amateur Decision Making On A Novel Task. Organizational Behavior and Human Decision Processes, 38, 305-317.
  • Referans31 Neale, M.A.& Bazerman, M.H. (1992). Negotiator cognition and rationality: A behavioral decision theory perspective. Organizational Behavior and Human Decision Processes, 51 (2) 157-175.
  • Referans32 O’connor, K.M., Arnold, J.A. Ve Burris, E.R. (2005) Negotiators’ Bargaining Histories And Their Effects On Future Negotiation Performance. Journal of Applied Psychology, 90, 350–362.
  • Referans33 Ogilvie, J.R., & Carsky, M.L. (2002). Building emotional intelligence in negotiations. International Journal of Conflict Management, 13 (4) 381-400.
  • Referans34 Olekalns, M. & Smith, P.L. (2003). Testing the Relationships Among Negotiators’ Motivational Orientations, Strategy Choices, and Outcomes. Journal of Experimental Social Psychology, 39, 101-117.
  • Referans35 Park, J. & Holloway, B. (2003). Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction. Journal of Personal Selling and Sales Management, 23, 239-51.
  • Referans36 Petrides, K.V. & Furnham, A. (2001). Trait emotional intelligence: Psychometric investigation with reference to established trait taxonomies. European journal of personality 15.6: 425-448.
  • Referans37 Psenicka, C. & Rahim, A. A. (2002). Model of Emotional Intelligence and Conflict Management Strategies: A Study in Seven Countries. The International Journal of Organizational Analysis, 104, 302-326.
  • Referans38 Rackham, N. (1980) The behavior of successful negotiators, In Negotiation: Readings, exercises and cases, by R. Lewicki, J. Litterer, D. Saunders, and J. Minton. Burr Ridge, Ill: Richard D. Irwin.
  • Referans39 Rubenstein, J.L. & Feldman, S.S. (1993). Conflict Resolution Behavior in Adolescent Boys: Antecedents and Adaptational Correlates. Journal of Research on Adolescence, 3 (1), 41-66.
  • Referans40 Rubin, J.Z., & Brown B.R. (1975). The Social Psychology of Bargaining and Negotiation, New York: Academic Press.
  • Referans41 Şahin, N.H, Basim, H.N & Çetin, F. (2009). Kişilerarası Çaşma Çözme Yaklaşımlarında Kendilik Algısı ve Kontrol Odağı. Türk Psikiyatri Dergisi, 20 (2), 153-63.
  • Referans42 Sarı, S. (2005). İlköğretim 5. Sınıf Öğrencilerine Çatışma Çözümü Becerilerinin Kazandırılmasında, Akademik Çelişki Değer Çizgisi ve Güdümlü Tartışma Yöntemlerinin Etkisi, (Unpublished Master’s Thesis). Çukurova Üniversitesi Sosyal Bilimler Enstitüsü.
  • Referans43 Thomas, K. W. (1976). Conflict and Conflict management, In M. D. Dunnette (Ed.), Handbook of Industrial and Organizational Psychology, Chicago: Rand-McNally.
  • Referans44 Thompson, R.A. (1990). On Emotion and Self-Regulation, In R.A. Thompson (Ed.), Nebraska Symposium on Motivation, Lincoln: University of Nebraska Press 36: 383-483.
  • Referans45 Weingart, L.R., Prietula, M.J., Hyder, E. et. al. (1999). Knowledge and the Sequential Processes of Negotiation: A Markov Chain Analysis of Responsein-kind. Journal of Experimental Social Psychology, 35, 366–393.

Effective Conflict Resolution and Negotiation Skills Scale

Year 2019, Volume: 36 Issue: 1, 133 - 149, 17.06.2019
https://doi.org/10.32600/huefd.433392

Abstract

This study aims to develop an original effective conflict resolution and negotiation skills scale which is culturally
appropriate for use in Turkish context. The study employed three different phases of inquiry. First interviews were
made with 134 working adults (70 male and 64 female) from different work settings to collect real life conflict
experiences and to create items. To examine the validity and reliability of the items in the scale, the researchers
analysed the results from 159 students (123 female and 36 male). Lastly, 115 employees from a company which
produces white appliances, 98 male and 17 female adults participated in the research to test the scale among working
adults. Trait Emotional Intelligence Questionnaire (TEIQ-SF) was used to test the convergent validity of the scale. At
the end, the research findings showed that Effective Conflict Resolution and Negotiation Skills Scale has 40 items with
7 sub dimensions namely, “negotiator’s style” “rationality and common sense” “sensitivity for opponents” “goal
orientation” “planning” “effective communication” “expressing oneself decidedly”. The results show that Effective
Conflict Resolution and Negotiation Skills Scale, is a valid and reliable original scale that has its roots in Turkish
culture.

References

  • Referans1 Agee, M.L. & Kabasakal, H.E. (1993). Exploring Conflict Resolution Styles: A Study of Turkish and American University Business Students. International Journal of Social Economics, 20 (9), 3-14.
  • Referans2 Akbalik, F.G. (2001). Çatışma Çözme Ölçeği’nin Geçerlilik ve Güvenilirlik Çalışması. Türk Psikologlar Derneği Dergisi, 2 (15), 1-15.
  • Referans3 Arnold, J.A. & O’connor, K.M. (2006). How Negotiator Self-Efficacy Drives Desicions to Pursue Mediation. Journal of Applied Social Psychology, 36 (11), 2649-2669.
  • Referans4 Arslan, C. (2005). Kişilerarası Çatışma Çözme ve Problem Çözme Yaklaşımlarının Yükleme Karmaşıklığı Açısından İncelenmesi, (Unpublished Doctoral Thesis). Konya Selçuk Üniversitesi Sosyal Bilimler Enstitüsü.
  • Referans5 Basim, H.N., Çetin, F. & Meydan, C.H. (2009a). Kişilerarası Çatışma Çözme Yaklaşımlarında Kontrol Odağının Rolü. Selçuk Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, 21, 57-69.
  • Referans6 Basim, H.N., Çetin F. & Tabak, A. (2009b). Beş Faktör Kişilik Özelliklerinin Kişilerarası Çatışma Çözme Yaklaşımlarıyla İlişkisi. Türk Psikoloji Dergisi, 24 (63), 20-34.
  • Referans7 Bazerman, M.H. & Neale, M.A. (1982). Improving Negotiator Effectiveness Under Final Offer Arbitration: The Role of Selection and Training. Journal of Applied Psychology, 67, 543-548.
  • Referans8 Bazerman, M.H. (1985). Norms of Distributive Justice in Interest Arbitration. Industrial and Labor Relations Review, 38 (4), 558-570.
  • Referans9 Breckler, S. J. (1984). Empirical validation of affect, behavior, and cognition as distinct components of attitude. Journal of Personality and Social Psychology, 47, 1191-1205.
  • Referans10 Brett, J., Northcrafy, G. & Pinkley, R. (1999). Stairways to Heaven: An Interlocking Self-Regulation Model of Negotiation. The Academy of Management Review, 24, 435–451.
  • Referans11 Butler, J. K., Jr., (1994). Conflict Styles and Outcomes in a Negotiation With Fully-Integrative Potential. International Journal of Conflict Management, 5, 308-325.
  • Referans12 Carroll, J.S., Bazerman, M.H. & Maury, R. (1988). Negotiator Cognitions: A Descriptive Approach to Negotiators’ Understanding of Their Opponents. Organizational Behavior and Human Decision Processes, 41 (3), 352–370.
  • Referans13 Clyman, D.R. & Tripp, T.M. (2000). Discrepant Values and Measures of Negotiator Performance. Group Decision and Negotiation, 9 (4), 251-274.
  • Referans14 Deniz, M.E, Özer, E & Işik, E. (2013). Duygusal Zekâ Özelliği Ölçeği–Kısa Formu: Geçerlik ve Güvenirlik Çalışması. Eğitim ve Bilim, 38, 169.
  • Referans15 Fulmer, I.S. & Barry, B. (2004). The Smart Negotiator: Cognitive Ability And Emotional Intelligence In Negotiation. International Journal of Conflict Management, 15 (3), 245-272.
  • Referans16 Galinsky, A. D., Mussweiler, T. & Medvec, V. H. (2002). Disconnecting Outcomes and Evaluations: The Role of Negotiator Focus. Journal of Personality and Social Psychology, 83, 1131-1140.
  • Referans17 Gazioğlu, G. (2008). The Efects of Peace and Conflict Resolution Education on Emotional Intelligence, Self –Concept and Conflict Resolution Skills. (Boğaziçi Üniversitesi, Unpublished Master’s Thesis)
  • Referans18 Goldstein, S.B. (1999). Consturaction and Validation of Conflict Communication Scale. Journal of Applied Social Psychology, 29 (9), 1803-1832.
  • Referans19 Gross, M.A. & Guerrero, L.K. (2000). Managing Conflict Appropriately and Effectively: An Application of The Competence Model to Rahim's Organizational Conflict Styles. The Journal of Conflict Management, 11 (3), 200-226.
  • Referans20 Jordan, P. J. & Troth, A. C. (2004). Managing Emotions During Team Problem Solving: Emotional Intelligence and Conflict Resolution. Human Performance, 17 (2), 195-218.
  • Referans21 Katz, N.H., Lawyer J.W. & Sweedler M.K. (2010). Communication and conflict resolution skills. Kendall Hunt Publishing.
  • Referans22 Kemp, K.E., & Smith, W.P. (1994). Information Exchange, Toughness, and İntegrative Bargaining: The Roles of Explicit Cues and Perspective-Taking. The International Journal of Conflict Management, 5, 5–21.
  • Referans23 Kozan, M.K. & Ergin, C. (1998). Preference for Third Party Help in Conflict Management in the United States and Turkey An Experimental Study. Journal of Conflict Management, 29 (4), 249-267.
  • Referans24 Kray, L. J. & Haselhuhn, M. (2007). Implicit Negotiation Beliefs And Performance: Longitudinal And Experimental Evidence. Journal of Personality and Social Psychology, 93, 49–64.
  • Referans25 Kurtzberg, T.R. (1998). Creative Thinking, Cognitive Aptitude, and Integrative Joint Gain: A Study of Negotiator Creativity. Creativity Research Journal, 11: 283-93.
  • Referans26 Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essentials of negotiation (5thed., p. 290). McGraw-Hill.
  • Referans27 Lewicki, R.J., Barry, B. & Saunders, D.M. (2010). Negotiation (6th Edition). New York: Mc Graw-Hill/Irwin.
  • Referans28 Mariam, L. C. (2011). The Conflict Resolution Strategies Scale Short Form (CRSS-SF), ProQuest Dissertations and Theses.
  • Referans29 Neale, M.A. & Bazerman, M.H. (1985). The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes. The Academy of Management Journal, 28 (1), 34-49.
  • Referans30 Neale, M.A. & Northcraft, G.B. (1986). Experts, Amateurs, And Refrigerators: Comparing Expert And Amateur Decision Making On A Novel Task. Organizational Behavior and Human Decision Processes, 38, 305-317.
  • Referans31 Neale, M.A.& Bazerman, M.H. (1992). Negotiator cognition and rationality: A behavioral decision theory perspective. Organizational Behavior and Human Decision Processes, 51 (2) 157-175.
  • Referans32 O’connor, K.M., Arnold, J.A. Ve Burris, E.R. (2005) Negotiators’ Bargaining Histories And Their Effects On Future Negotiation Performance. Journal of Applied Psychology, 90, 350–362.
  • Referans33 Ogilvie, J.R., & Carsky, M.L. (2002). Building emotional intelligence in negotiations. International Journal of Conflict Management, 13 (4) 381-400.
  • Referans34 Olekalns, M. & Smith, P.L. (2003). Testing the Relationships Among Negotiators’ Motivational Orientations, Strategy Choices, and Outcomes. Journal of Experimental Social Psychology, 39, 101-117.
  • Referans35 Park, J. & Holloway, B. (2003). Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction. Journal of Personal Selling and Sales Management, 23, 239-51.
  • Referans36 Petrides, K.V. & Furnham, A. (2001). Trait emotional intelligence: Psychometric investigation with reference to established trait taxonomies. European journal of personality 15.6: 425-448.
  • Referans37 Psenicka, C. & Rahim, A. A. (2002). Model of Emotional Intelligence and Conflict Management Strategies: A Study in Seven Countries. The International Journal of Organizational Analysis, 104, 302-326.
  • Referans38 Rackham, N. (1980) The behavior of successful negotiators, In Negotiation: Readings, exercises and cases, by R. Lewicki, J. Litterer, D. Saunders, and J. Minton. Burr Ridge, Ill: Richard D. Irwin.
  • Referans39 Rubenstein, J.L. & Feldman, S.S. (1993). Conflict Resolution Behavior in Adolescent Boys: Antecedents and Adaptational Correlates. Journal of Research on Adolescence, 3 (1), 41-66.
  • Referans40 Rubin, J.Z., & Brown B.R. (1975). The Social Psychology of Bargaining and Negotiation, New York: Academic Press.
  • Referans41 Şahin, N.H, Basim, H.N & Çetin, F. (2009). Kişilerarası Çaşma Çözme Yaklaşımlarında Kendilik Algısı ve Kontrol Odağı. Türk Psikiyatri Dergisi, 20 (2), 153-63.
  • Referans42 Sarı, S. (2005). İlköğretim 5. Sınıf Öğrencilerine Çatışma Çözümü Becerilerinin Kazandırılmasında, Akademik Çelişki Değer Çizgisi ve Güdümlü Tartışma Yöntemlerinin Etkisi, (Unpublished Master’s Thesis). Çukurova Üniversitesi Sosyal Bilimler Enstitüsü.
  • Referans43 Thomas, K. W. (1976). Conflict and Conflict management, In M. D. Dunnette (Ed.), Handbook of Industrial and Organizational Psychology, Chicago: Rand-McNally.
  • Referans44 Thompson, R.A. (1990). On Emotion and Self-Regulation, In R.A. Thompson (Ed.), Nebraska Symposium on Motivation, Lincoln: University of Nebraska Press 36: 383-483.
  • Referans45 Weingart, L.R., Prietula, M.J., Hyder, E. et. al. (1999). Knowledge and the Sequential Processes of Negotiation: A Markov Chain Analysis of Responsein-kind. Journal of Experimental Social Psychology, 35, 366–393.
There are 45 citations in total.

Details

Primary Language English
Journal Section Articles
Authors

Nihal Mamatoğlu

Seçil Keskin This is me

Publication Date June 17, 2019
Submission Date June 12, 2018
Acceptance Date December 20, 2018
Published in Issue Year 2019 Volume: 36 Issue: 1

Cite

APA Mamatoğlu, N., & Keskin, S. (2019). Effective Conflict Resolution and Negotiation Skills Scale. Hacettepe Üniversitesi Edebiyat Fakültesi Dergisi, 36(1), 133-149. https://doi.org/10.32600/huefd.433392


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