Etik Dışı Müzakere Taktikleri ve Kültür: İki Ülke Karşılaştırması

Öz

 Amaç :Bu çalışma, “sahte davranma, aldatma, yalan söyleme” şeklindeki üç tür “etik dışı müzakere taktiğini” ortak bir araştırma modeli altında toplamayı ve bu etik dışı taktikler üzerinde yatay ve dikey bireyciliğin - toplulukçuluğun kültürel etkilerini ortaya koymayı amaçlamaktadır.

Tasarım/Yöntem:Bu çalışma Türkiye ve Bosna-Hersek’te farklı sektörlerde çalışan toplam 412 kişinin (Türkiye 170, Bosna-Hersek 242) 2013 yılında toplanan anket cevapları kapsamında yapılmıştır.

Sonuçlar:Etik dışı müzakere taktiklerinin yaygın kullanılan üçlü sınıflandırması –aldatma, sahte davranma, yalan söyleme- başlıkları altında bu çalışmada teyit edilmiştir. Dikey bireyciliğin pozitif, yatay toplulukçuluğun ise negatif yönde üç etik dışı müzakere taktiği ile ilişkisi ortaya konmuştur. Çalışanların etik dışı taktikleri kullanmayı onaylama düzeyleri Türkiye’deki çalışanların, Bosna-Hersek’teki çalışanlara göre anlamlı düzeyde daha yüksek olarak bulunmuştur.

Özgün Değer:Literatürde, “etik dışı - katı müzakere taktikleri” olarak adlandırılabilen, “etik olarak sorunlu-şüpheli görülebilen” müzakere taktikleri ile ilgili farklı sınıflandırmaların ve bu taktiklerin etkileri konusunda farklı görüşlerin yeni bir bağlamda incelenmesidir

Anahtar Kelimeler

• Müzakere,Kültür,Müzakere Taktikleri,Etik Dışı Müzakere Taktikleri

Kaynakça

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