Etik Dışı Müzakere Taktikleri ve Kültür: İki Ülke Karşılaştırması

Year 2018, Volume: 3 Issue: 2, 100 - 108, 31.12.2018

Ünsal Sığrı

https://doi.org/10.25203/idd.463816

Cited By: 1

Abstract

 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

Keywords

Müzakere, Kültür, Müzakere Taktikleri, Etik Dışı Müzakere Taktikleri

References

• Al-Khatib, J., Rawwas, M. Y. A., Swaidan, Z., ve Rexeisen, R. J. (2005). The ethical challenges of global business-to-business negotiations: An empirical investigation of developing countries marketing managers. Journal of Marketing Theory and Practice, 13(4), 46–60.
• Boles, T. L., Croson, R., ve Murnighan, J. K. (2000). Deception and retribution in repeated ultimatum bargaining. Organizational Behavior and Human Decision Processes, 83(2), 235–259.
• Chiou, J.-S. (2001). Horizontal and vertical individualism and collectivism among college students in the United States, Taiwan, and Argentina. Journal of Social Psychology, 141(5), 667–678.
• Churchill, G. A. (1979). A paradigm for developing better measures of marketing constructs. Journal of Marketing Research, 16(1), 64–73.
• Cramton, P. C., ve Dees, J. G. (1993). Promoting honesty in negotiation: An exercise in practical ethics. Business Ethics Quarterly, 3(4), 359–394.
• Curhan, J. R., Elfenbein, H. A., ve Xu, H. (2006). What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality and Social Psychology, 91(3), 493–512.
• Elahee, M. N., Kirby, S. L., ve Nasif, E. (2002). National culture, trust, and perceptions about ethical behavior in intra- and crosscultural negotiations: An analysis of NAFTA countries. Thunderbird International Business Review, 44(6), 799–818.
• Erkus, A., ve Banai, M. (2011). Attitudes towards questionable negotiation tactics in Turkey. International Journal of Conflict Management, 22(3), 239–263.Foo, M. D., Elfenbein, H. A., Tan, H. H., ve Aik, V. C. (2004). Emotional Intelligence and negotiation: The tension between creating and creating value. International Journal of Conflict Management, 5(4), 411–429.
• Forsyth, D. R. (1980). A taxonomy of ethical ideologies. Journal of Personality and Social Psychology, 39(1), 175–184.
• Fulmer, I. S., Barry, B., ve Long, D. A. (2009). Lying and smiling: Informational and emotional deception in negotiation. Journal of Business Ethics, 88(4), 691–709.
• Hair, J. F., Anderson, R. E., Tatham, R. L., ve Black, W. C. (1998). Multivariate data analysis. Upper Saddle River: Prentice Hall Inc.
• Hofstede, G. (1980). Culture’s consequences. Beverly Hills, CA: Sage.
• House, R. J., Hanges, P. J., Javidan, M., Dorfman, P. W., ve Gupta, V. (2004). Culture, leadership and organization: The Globe Study of 62 societies. Thousand Oaks: Sage Publication.
• Johnson, R. A., ve Wichern, D. W. (2007). Applied multivariate statistical analysis. Upper Saddle River, NJ: Pearson Prentice Hall.
• Kaushal, R., ve Kwantes, C. T. (2006). The role of culture and personality in choice of conflict management strategy. International Journal of Intercultural Relations, 30(5), 579–603.
• Komarraju, M., Dollinger, S. J., ve Lovell, J. L. (2008). Individualism– collectivism in horizontal and vertical directions as predictors of conflict management styles. International Journal of Conflict Management, 19(1), 20–35.
• Kronzon, S., ve Darley, J. (1999). Is this tactic ethical? Biased judgments of ethics in negotiation. Basic and Applied Social Psychology, 21(1), 49–60.
• Lewicki, R. J., ve Robinson, R. J. (1998). Ethical and unethical bargaining tactics: An empirical study. Journal of Business Ethics, 17(16), 665–682.
• Ma, Z. (2005). Exploring the relationships between the Big Five personality factors, conflict styles, and bargaining behaviors. In International Association for Conflict Management 18th Annual Conference, Seville, Spain.
• Malhotra, N.K., Kim, S.S. ve Patil, A. (2006), Common method variance in IS research: A comparison of alternative approaches and a reanalysis of past research”, Management Science, 52(12),1865-1883.
• Mayer, R. C., ve Davis, J. H. (1999). The effect of the performance appraisal system on trust for management: A field quasiexperiment. Journal of Applied Psychology, 84(1), 123–136.
• Mintu-Wimsatt, A., Garcia, R., ve Calantone, R. (2005). Risk, trust and the problem solving approach: A cross-cultural negotiationstudy. Journal of Marketing Theory and Practice, 13(1), 52–61.
• Podsakoff, P. M., MacKenzie, S. B., Lee, J. Y., ve Podsakoff, N. P. (2003). Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(5), 879–903.
• Podsakoff, P. M., ve Organ, D. W. (1986). Self-reports in organizational research: Problems and prospects. Journal of Management, 12(4), 521–544.
• Probst, T. M., Carnevale, P. J., ve Triandis, H. C. (1999). Cultural values in inter-group and single-group social dilemmas. Organizational and Human Decision Processes, 77(3), 171–192.
• Reitz, H. J., Wall, J. A., ve Love, M. S. (1998). Ethics in negotiation: Oil and water or good lubrication? Business Horizons, 41(3), 5–14.
• Rivers, C., ve Lyle, A. L. (2007). Lying, cheating foreigners! Negotiation ethics across cultures. International Negotiation, 12(1), 1–28.
• Robertson, C. J., Olson, B. J., Gilley, K. M., ve Bao, Y. (2008). A cross-cultural comparison of ethical orientations and willingness to sacrifice ethical standards: China versus Peru. Journal of Business Ethics, 81(2), 413–425.
• Robinson, R. J., Lewicki, R. J., ve Donahue, E. M. (2000). Extending and testing a five factor model of ethical and unethical bargaining tactics: Introducing the SINS scale. Journal of Organizational Behavior, 21(6), 649–664.
• Schroth, H. A. (2008). Helping you is helping me: Improving students’ ethical behaviors in a negotiation by appealing to ethical egoism and the reputation effect. Negotiation and Conflict Management Research, 1(4), 389–407.
• Singelis, T. M., Triandis, H. C., Bhawuk, D. P. S., ve Gelfand, M. J. (1995). Horizontal and vertical dimensions of individualism and collectivism: A theoretical and measurement refinement. Cross- Cultural Research. The Journal of Comparative Social Science, 29(3), 240–275.
• Stefanidis, A., Banai, M., ve Richter, U. H. (2013). Employeeattitudes toward questionable negotiation tactics: Empirical evidence from Peru. International Journal of Human Resource Management, 24(4), 826–852.
• Tenbrunsel, A. E. (1998). Misrepresentation and expectations of misrepresentation in an ethical dilemma: The role of incentives and temptation. Academy of Management Journal, 41(3), 330–339.
• Triandis, H. C. (1995). Individualism and collectivism. New York: Simon ve Schuster.
• Triandis, H. C., Carnevale, P., Gelfand, M., Robert, C., Wasti, S. A., Probst, T., ve diğerleri, (2001). Culture and deception in business negotiations: A multilevel analysis. International Journal of Cross Cultural Management, 1(1), 73–90.
• Triandis, H. C., ve Gelfand, M. J. (1998). Converging measurement of horizontal and vertical individualism and collectivism. Journal of Personality and Social Psychology, 74(1), 118–128.
• Triandis, H. C., ve Suh, E. M. (2002). Cultural influences on personality. Annual Review in Psychology, 53(1), 133–160.
• Volkema, R. J. (1998). A Comparison of perceptions of ethical negotiation behavior in Mexico and the United States. International Journal of Conflict Management, 9(3), 218–233.
• Volkema, R. J. (2004). Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior: A nine-country analysis. Journal of Business Research, 57(1), 69–78.
• Volkema, R. J., ve Fleury, M. T. L. (2002). Alternative negotiating conditions and the choice of negotiation tactics: A cross-cultural comparison. Journal of Business Ethics, 6(4), 381–398.
• Zarkada-Fraser, A., ve Fraser, C. (2001). Moral decision making in international sales negotiations. The Journal of Business and Industrial Marketing, 16(4), 274–293.