EVALUATION OF NEGOTIATION PROCESSES IN INTERNATIONAL TRADE: A QUALITATIVE STUDY

Abstract

The purpose of this study is to describe how cultural differences, the persuasive power of the negotiator and the feeling of mutual trust affect the negotiation process. For this purpose, semi-structured and in-depth interviews were conducted with fifteen delegation members. The obtained data was analyzed with SPSS26 program. In addition, factor analysis was applied to the data. It is understood that a successful negotiation process started when the first stones were made with the relevant company or the parties. In this sense, it is emphasized that a significant part of the participants is the basis of a negotiation between the parties, where the mutual trust between the parties will be healthy and profitable on both sides. The findings are emphasized that it is important for a woman to participate in the negotiation process among delegation members who participate in the negotiation process. It comes to the forefront as the most important factor that will cause the negotiation process to end successfully or unsuccessfully. In addition to being valid for all countries, it is understood that mutual trust is important in the process of establishing treaties and protocols especially in negotiations with Iran and China negotiators. In general terms, it is understood that the negotiation process has not been initiated in cases where mutual trust has not been established between the parties. In this context, it seems appropriate to point out that the international negotiator is a business diplomat who plays an important role in the development of international trade

Keywords

• International Trade
• Negotiation
• Cultural differences
• ANOVA

ULUSLARARASI TİCARETTE GERÇEKLEŞTİRİLEN MÜZAKERE SÜREÇLERİNİN DEĞERLENDİRİLMESİ: NİTEL BİR ÇALIŞMA

Öz

Bu çalışmanın amacı, kültürel farklılıkların, müzakerecinin ikna gücünün ve karşılıklı güven duygusunun müzakere sürecini nasıl etkilediğini betimlemektir. Bu amaç doğrultusunda, on beş delegasyon üyesi ile yarı yapılandırılmış, derinlemesine mülakatlar gerçekleştirilmiştir. Müzakere sürecinde karşılaştıkları önemli sorunlar hakkında veri toplanması sağlanmıştır. Elde edilen verilere içerik ve varyans analizi uygulanmıştır. Müzakere esnasında bir liderin ortaya çıkıp çıkmadığı, tarafların hangi derecede tekliflere esneklik ve hoşgörü gösterdikleri ayrıca sorulmuştur. Son olarak da kültürel farklılıkların önemi betimlenmiştir. Başarılı bir müzakere sürecinin ilgili firmaya veya taraflar ile ilk yaklaşımlar gerçekleştirildiğinde başladığı anlaşılmaktadır. Bu anlamda, her iki tarafın da kazançlı çıkacağı bir müzakerenin temelleri tarafların arasında oluşan karşılıklı güvene dayandığı vurgulanmaktadır. Elde edilen bulgular, müzakere sürecine katılan delegasyon üyeleri arasında bir kadın personelin müzakere sürecine katılım sağlamasının önem arz ettiği anlaşılmaktadır. Elde edilen sonuçlara göre, müzakerecinin ikna yeteneği ve kültürel farklılıklar anlamlı birer faktör olarak karşımıza çıkmamaktadır. Bu çerçevede, uluslararası ticaretin gelişiminde, Uluslararası şirketlerin müzakere süreçlerine katılım ve destek sağlayan her bir delegasyon üyesinin kurumsal diplomat olarak görev üstlendiklerini ifade etmek mümkündür

Anahtar Kelimeler

• Uluslararası Ticaret
• Müzakere
• Kültürel farklılıklar
• ANOVA

Kaynakça

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