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ULUSLARARASI TİCARETTE GERÇEKLEŞTİRİLEN MÜZAKERE SÜREÇLERİNİN DEĞERLENDİRİLMESİ: NİTEL BİR ÇALIŞMA

Year 2021, Volume: 3 Issue: 2, 74 - 93, 25.09.2021
https://doi.org/10.46959/jeess.947597

Abstract

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

Thanks

Araştırmanın uygulama aşamasında sorularımıza samimiyetle cevaplandıran tüm katılımcılara ve araştırmanın her aşamasında desteklerini ve yardımlarını esirgemeyen değerli Prof. Dr. Z. Vildan Serin ve Dr. Öğretim Üyesi Zeynep Özgüner’e şükranlarımızı sunmayı bir borç biliriz.

References

  • Barsan, M.M. and Cardis, M.M. (2016). A Legal Perspective On Multiculturalism As A Factor Of Influence In The Negociation Of Contracts, Jus et Civitas - A Journal of Social and Legal Studies, LXVII (2), 1-8.
  • Crottet, S. (2000). Strategies Internationales en Marketing des Services Le Cas des Petıtes et Moyennes Entreprises Suisses. Thèse présentée à la Faculté des sciences économiques et sociales de l’Université de Fribourg (Suisse) . https://doc.rero.ch/record/2763/files/CrottetS.pdf.
  • Danciu, V. (2010). The Impact of the Culture on the International Negociations: An Analysis Based on Contextual Comparaisons, Theoretical and Applied Economics, XVII, 8(549), 87-102.
  • Dupont, C. (1994). La Négociation, Conduite, Théorie, Applications, Dalloz, Paris, France.
  • Fusfeld, D. R. (1958). “Fusfeldjoint Subsidiaries İn The İron And Steel İndustry”, American Economic Review, 48: 578-587.
  • Gardenswartz, L. and Rowe, A. (2003). Diverse Teams At Work: Capitalizing On The Power Of Diversity, Shrm.
  • Geringer, J. M. and Hebert, L. (1989). “Control And Performance Of İnternational Joint Ventures”, Journal Of International Business Studies, 19(2): 235- 254.
  • Glachant, M., Ing, J. & Nicolaï, J. (2016). Transferts de technologies propres, commerce international et accords environnementaux. Revue française d'économie, 3(3), 137-157. https://doi.org/10.3917/rfe.163.0137
  • Gullander, S. (1976). “Joint Venture And Corporate Strategy”, Columbia Journal of World Business, Spring, 104-114.
  • Gummesson, E. (1991). Qualitative Methods In Management Research, Revised Edition, Sage Publications.
  • Harrigan, K. R. (1987). “Strategic Alliances: Their New Role In Global Competition”, Columbia Journal Of World Business, Summer, 67-69.
  • Hofstede, G. (1984). Culture's Consequences: International Differences In Work-Related Values, Sage Publications, London.
  • Hofstede, G. (1991). Cultures And Organizations: Software Of The Mind, Mcgraw-Hill, London.
  • Hofstede, G. (2011). “Dimensionalizing Cultures: The Hofstede Model In Context”, Online Readings in Psychology and Culture, 2(1): 6-16.
  • Janger, A. R. (1980). Organization Of International Joint Venture, Conference Board, New York.
  • Kogut, B. (1988). “Joint Ventures: Theoretical And Empirical Perspectives”, Strategic Management Journal, 9(4): 319-332.
  • Le Deley, E. (2020). Repenser les relations internationales grâce aux écrits anciens et récents sur la négociation. Négociations, 1(1), 57-72. https://doi.org/10.3917/neg.033.0057.
  • Lin, J. L., Chwo-Ming, J. Y. and Dah-Hsian, W. S. (1997). Motivations, Partners' Contributions, And Control Of International Joint Ventures, The New Lexington Press, San Francisco.
  • Luthans, F. and Doh, J. P. (2012). International Management: Culture, Strategy, And Behavior, Mcgraw-Hill, New York.
  • Pfeffer, J. and Nowak, P. (1976). “Joint Ventures And Interorganizational Interdependence”, Administrative Science Quaterly, 21(3): 398-418.
  • Popa, I. (2001). Tehnica operaţiunilor de comerţ exterior, Programul de pregătire a Specialiştilor vamali, Editura Economică Porter, M. E. and Fuller, M. B. (1986). Coalitions And Global Strategy, Harvard Business School Press, Boston.
  • Sawyer, J. and Guetzkow, H. (1965). “Bargaining And Negotiation In International Relations, In Kelman”, Rinehart And Winston, New York, 464-520.
  • Shaw, V. and Kauser, S. (2000). “The Changing Patterns Of International Strategic Alliance Activity By British Firms”, Journal Of General Management, 25(4): 51-69.
  • Stuckey, J. A. (1983). Vertical Integration And Joint Ventures In The Aluminum Industry, Harvard University Press, Cambridge.
  • Tallman, S., Sutcliffe, A. G. and Antonian, B. A. (1997). Strategic And Organizational Issues In International Joint Ventures İn Moscow, The New Lexington Press, San Francisco.
  • Tomlinson, J. W. C. (1970). The Joint Venture Process In International Business: India And Pakistan, Mıt Press, Cambridge. Touzard, H. (1977). La Médiation Et La Résolution Des Conflits, Presses Universitaires De France, Paris, France.
  • Trompenaars, F. and Hampden-Turner, C. (1993). The Seven Cultures Of Capitalism: Value Systems For Creating Wealth In The United States, Japan, Germany, France, Britain, Sweden, And The Netherlands, Doubleday, New York.
  • Trompenaars, F. and Hampden-Turner, C. (1997). Riding The Waves Of Culture: Understandıng Cultural Dıversıty In Busıness, Nıcholas Brealey Publıshıng, London.
  • Van Maanen, J. (1983). Qualitative Methodology, Sage Publications, London.
  • Vlassis, A. (2020). Plateformes Numériques, Cultures et Enjeux de Régulation en Afrique. (Center for International Relations Studies-CEFIR, Université de Liège) Rapport d'analyse. https://orbi.uliege.be/bitstream/2268/253721/1/NOVEMBRE-No9.pdf.
  • Wilson, M.R. and Gilligan, C. (2005). Strategic Marketing Management, third edition, Elsevier Butterworth – Heinemann, Oxford.
  • Http://Www.Tmcorp.Com/Online-Learning/Assessments/Cultural-Orientations-Indicator-Coı/76/

EVALUATION OF NEGOTIATION PROCESSES IN INTERNATIONAL TRADE: A QUALITATIVE STUDY

Year 2021, Volume: 3 Issue: 2, 74 - 93, 25.09.2021
https://doi.org/10.46959/jeess.947597

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

References

  • Barsan, M.M. and Cardis, M.M. (2016). A Legal Perspective On Multiculturalism As A Factor Of Influence In The Negociation Of Contracts, Jus et Civitas - A Journal of Social and Legal Studies, LXVII (2), 1-8.
  • Crottet, S. (2000). Strategies Internationales en Marketing des Services Le Cas des Petıtes et Moyennes Entreprises Suisses. Thèse présentée à la Faculté des sciences économiques et sociales de l’Université de Fribourg (Suisse) . https://doc.rero.ch/record/2763/files/CrottetS.pdf.
  • Danciu, V. (2010). The Impact of the Culture on the International Negociations: An Analysis Based on Contextual Comparaisons, Theoretical and Applied Economics, XVII, 8(549), 87-102.
  • Dupont, C. (1994). La Négociation, Conduite, Théorie, Applications, Dalloz, Paris, France.
  • Fusfeld, D. R. (1958). “Fusfeldjoint Subsidiaries İn The İron And Steel İndustry”, American Economic Review, 48: 578-587.
  • Gardenswartz, L. and Rowe, A. (2003). Diverse Teams At Work: Capitalizing On The Power Of Diversity, Shrm.
  • Geringer, J. M. and Hebert, L. (1989). “Control And Performance Of İnternational Joint Ventures”, Journal Of International Business Studies, 19(2): 235- 254.
  • Glachant, M., Ing, J. & Nicolaï, J. (2016). Transferts de technologies propres, commerce international et accords environnementaux. Revue française d'économie, 3(3), 137-157. https://doi.org/10.3917/rfe.163.0137
  • Gullander, S. (1976). “Joint Venture And Corporate Strategy”, Columbia Journal of World Business, Spring, 104-114.
  • Gummesson, E. (1991). Qualitative Methods In Management Research, Revised Edition, Sage Publications.
  • Harrigan, K. R. (1987). “Strategic Alliances: Their New Role In Global Competition”, Columbia Journal Of World Business, Summer, 67-69.
  • Hofstede, G. (1984). Culture's Consequences: International Differences In Work-Related Values, Sage Publications, London.
  • Hofstede, G. (1991). Cultures And Organizations: Software Of The Mind, Mcgraw-Hill, London.
  • Hofstede, G. (2011). “Dimensionalizing Cultures: The Hofstede Model In Context”, Online Readings in Psychology and Culture, 2(1): 6-16.
  • Janger, A. R. (1980). Organization Of International Joint Venture, Conference Board, New York.
  • Kogut, B. (1988). “Joint Ventures: Theoretical And Empirical Perspectives”, Strategic Management Journal, 9(4): 319-332.
  • Le Deley, E. (2020). Repenser les relations internationales grâce aux écrits anciens et récents sur la négociation. Négociations, 1(1), 57-72. https://doi.org/10.3917/neg.033.0057.
  • Lin, J. L., Chwo-Ming, J. Y. and Dah-Hsian, W. S. (1997). Motivations, Partners' Contributions, And Control Of International Joint Ventures, The New Lexington Press, San Francisco.
  • Luthans, F. and Doh, J. P. (2012). International Management: Culture, Strategy, And Behavior, Mcgraw-Hill, New York.
  • Pfeffer, J. and Nowak, P. (1976). “Joint Ventures And Interorganizational Interdependence”, Administrative Science Quaterly, 21(3): 398-418.
  • Popa, I. (2001). Tehnica operaţiunilor de comerţ exterior, Programul de pregătire a Specialiştilor vamali, Editura Economică Porter, M. E. and Fuller, M. B. (1986). Coalitions And Global Strategy, Harvard Business School Press, Boston.
  • Sawyer, J. and Guetzkow, H. (1965). “Bargaining And Negotiation In International Relations, In Kelman”, Rinehart And Winston, New York, 464-520.
  • Shaw, V. and Kauser, S. (2000). “The Changing Patterns Of International Strategic Alliance Activity By British Firms”, Journal Of General Management, 25(4): 51-69.
  • Stuckey, J. A. (1983). Vertical Integration And Joint Ventures In The Aluminum Industry, Harvard University Press, Cambridge.
  • Tallman, S., Sutcliffe, A. G. and Antonian, B. A. (1997). Strategic And Organizational Issues In International Joint Ventures İn Moscow, The New Lexington Press, San Francisco.
  • Tomlinson, J. W. C. (1970). The Joint Venture Process In International Business: India And Pakistan, Mıt Press, Cambridge. Touzard, H. (1977). La Médiation Et La Résolution Des Conflits, Presses Universitaires De France, Paris, France.
  • Trompenaars, F. and Hampden-Turner, C. (1993). The Seven Cultures Of Capitalism: Value Systems For Creating Wealth In The United States, Japan, Germany, France, Britain, Sweden, And The Netherlands, Doubleday, New York.
  • Trompenaars, F. and Hampden-Turner, C. (1997). Riding The Waves Of Culture: Understandıng Cultural Dıversıty In Busıness, Nıcholas Brealey Publıshıng, London.
  • Van Maanen, J. (1983). Qualitative Methodology, Sage Publications, London.
  • Vlassis, A. (2020). Plateformes Numériques, Cultures et Enjeux de Régulation en Afrique. (Center for International Relations Studies-CEFIR, Université de Liège) Rapport d'analyse. https://orbi.uliege.be/bitstream/2268/253721/1/NOVEMBRE-No9.pdf.
  • Wilson, M.R. and Gilligan, C. (2005). Strategic Marketing Management, third edition, Elsevier Butterworth – Heinemann, Oxford.
  • Http://Www.Tmcorp.Com/Online-Learning/Assessments/Cultural-Orientations-Indicator-Coı/76/
There are 32 citations in total.

Details

Primary Language Turkish
Subjects Political Science
Journal Section Articles
Authors

Lamiha Öztürk 0000-0001-9724-5060

Mehmet Dağ 0000-0003-2206-2184

Publication Date September 25, 2021
Published in Issue Year 2021 Volume: 3 Issue: 2

Cite

APA Öztürk, L., & Dağ, M. (2021). ULUSLARARASI TİCARETTE GERÇEKLEŞTİRİLEN MÜZAKERE SÜREÇLERİNİN DEĞERLENDİRİLMESİ: NİTEL BİR ÇALIŞMA. Journal of Empirical Economics and Social Sciences, 3(2), 74-93. https://doi.org/10.46959/jeess.947597