Research Article
Year 2020,
Volume: 24 Issue: 1, 111 - 126, 05.04.2020
Abstract
Müzakereler
sürdürülebilir barışın sağlanmasında etkin, işlevsel ve başarılı bir araç
olarak görülür. Barışın sağlanmasında böylesine önemli bir aracın daha da
geliştirilmesi için önemli metodolojik çalışmalar yapılmıştır. Müzakere
metodolojisi incelendiğinde sert, yumuşak ve prensipli müzakere yaklaşımlarının
hatırı sayılır bir yere sahip olduğu rahatlıkla görülebilir. Ancak akademisyenlerin
bu üç metodolojik yaklaşım üzerine yaptığı çalışmalar zamanla birbiri içine
geçmiş ve karmaşık bir bilgi yığını haline dönüşmüştür. Müzakere literatürü incelendiğinde
sert, yumuşak ve prensipli müzakere yaklaşımlarının sınırlarının oldukça muğlak
olduğu görülmektedir. Bu muğlaklığın giderilmesi için menfaat, meşruiyet,
ilişki, alternatifler, seçenek, taahhüt ve iletişim kavramlarından oluşan bir
analiz çerçevesi çizilmiştir. Bu çerçeve ile sert, yumuşak ve prensipli
müzakere yaklaşımları analiz edilmiştir. Bu sayede müzakere çalışmalarındaki
metodolojik boşluğun giderilmesine katkı sağlanmıştır.
References
- Amsler, Lisa Blomgren (2015). Negotiationg for the Public Good. (Edited by: J. L. Perry , R. K. Christensen). Handbook of Public Administration. San Francisco: Jossey-Bass, 508-527.Baarveld, Marlijn, Smit, Marnix and Dewulf, Geert (2015). Negotiation Processes in Urban Redevelopment Projects: Dealing with Conflicts by Balancing Integrative and Distributive Approaches. Planning Theory and Practice, 16(3), 363-384. Baikoeni, Efri Yoni and Oishi, Mikio (2016). Ending a Long-Standing Intrastate Conflict Through Internationalisation: The Case of Aceh in Indonesia. (Edited by: Mikio Oishi). Contemporary Conflicts in Southeast Asia: Towards a New ASEAN Way of Conflict Management. London: Springer, 19-44.Bartos, Otomar J. (1995). Modeling Distributive and Integrative Negotiations. The Annals of the American Academy of Political and Social Science, 542, 48-60. Beersma, Bianca and De Dreu, Carsten K. W. (2002). Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive. Organizational Behavior & Human Decision Processes, 87(2), 227-252. Bercovitch, Jacob (2008). Mediation and Negotiation Techniques. (Edited by: L. Kurtz). Encyclopedia of Violence, Peace and Conflict: Volume 2 F-Pe. London: Academic Press, 403-412.Beriker-Atiyas, Nimet and Demirel-Pegg, Tijen (2000). An Analysis of Integrative Outcomes in the Dayton Peace Negotiations. International Journal of Conflict Management, 11(4), 358-377. Bingham, Lisa B. and Nabatchi, Tina (2003). Dispute System Design in Organizations. (Edited by: W. J. Pammer and J. J. Killian). Handbook of ConfIict Management. New York: Marcel Dekker, 105-128.Carneiro, Davide, Novais, Paulo and Neves, Jose (2014). Conflict Resolution and its Context From the Analysis of Behavioural Patterns to Efficient Decision-Making. London: Springer.Carter, Gregg Lee and Byrnes, Joseph F. (2005). How To Manage Conflict in the Organization: AMA Self-Study.Çınar, Yusuf (2013). Sri Lanka: Kaplanlar Gitti, Tamil Sorunu Kaldı Yadigar. (Editör: Nezir Akyeşilmen). Barışı Konuşmak: Teori ve Pratikte Çatışma Yönetimi. Ankara: ODTÜ Yayıncılık, 317-349.Harvard Business Essential (2003). Negotiation. Boston: Harvard Business School Press.Faure, Gay Olivier (2009). Negotiating Risk Across Cultures : Joint Ventures in China. (Edited by: R. Avenhaus and G. Sjöstedt), Negotiated Risks: International Talks on Hazardous Issues. Berlin: Springer, 307-331. Fells, Ray (2009). Effective Negotiation From Research to Results. Cambridge: Cambridge University Press.Fisher vd. , 2016: 49-50Fisher, Roger and Ertel, Danny (1995). Getting Ready to Negotiate: The Getting to Yes Workbook. New York: Penguin Books.Galtung, Johan (2009). Çatışmaları Aşarak Dönüştürmek: Çatışma Çözümüne Giriş (Çeviren: Havva Kök). Ankara: USAK Yayınları.Hames, David S. (2012). Negotiation: Closing Deals, Settling Disputes, and Making Team Los Angeles: Sage.Hawes, Jon M. and Fleming, David E. (2014). Recognizing Distributive or Integrative Negotiation Opportunities in Marketing Channels: The Conceptualization of Adaptive Negotiations. Journal of Marketing Channels, 21(4), 279-287.Holbrook, James R. (2010). Using Performative, Distributive, Integrative, and Transformative Principles in Negotiation. Loyola Law Review, 56(2), 359-374. Imhoff, 2000: 7Johnson, Ralph A. (1993). Negotiation Basics: Concepts, Skills, and Exercises. London: SAGE Publications.Keast, Roby and Waterhouse, Jennifer (2014). Collaborative Networks and Innovation: The Negotiation Management Nexus. (Edited by: C. Ansell and J. Torfing). Public Innovation Through Collaboration and Design. London: Routledge, 148-169.Kersten, Gregory E. (2001). Modeling Distributive and Integrative Negotiations: Review and Revised Characterization. Group Decision and Negotiation, 10(6), 493-514. Kool, VK and Agrawal, Rita (2006). Applied Social Psychology A Global Perspective. New Delhi: Atlantic Publishers.Korobkin, Russell (2009). Negotiation: Theory and Strategy. New York: Aspen Publishers.Malitza, Mircea (1985). Small States and the Peaceful Settlement of Disputes. (Edited by: A. S. Lall). Multilateral Negotiation and Mediation: Instruments and Methods. New York: Pergamon Press, 77-92. Mayer, Bernard (2000). The Dynamics of Conflict Resolution. San Francisco: Jossey-Bass.McCarthy, Alan and Hay, Steve (2015). Advanced Negotiation Techniques. New York: Apress.Mccorkle, Suzanne and Reese, Melanie (2016). Personal Conflict Management: Theory and Practice. London: Routledge.McCusker, Christopher (2002). Leading and Managing a Negotiatioan Process. (Edited by: S. Rimar). The Yale Management Guide for Physicians. New York: John Wiley & Sons, 168-186.Mnookin, Robert H., Peppet, Scott R. and Tulumello, Andrew S. (2000). Beyond Winning: Negotiationg to Creat Value in Deals and Disputes. London: The Belknap Press of Harvard University Press.Neale, Margaret A. and Fragale, Alison R. (2006). Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes. ( Edited by: L. L. Thompson). Negotiation Theory and Research. New York: Psychology Press, 27-54.Odell, John (2013). Negotiation and Bargaining. (Edited by: W. Carlsnaes, T. Risse and B. A. Simmons). Handbook of International Relations. London: Sage, 379-400.Patton, Bruce (2005). Negotiation. (Edited by: M. L. Moffitt and R. C. Bordone). The Handbook of Dispute Resolution. San Francisco: Jossey-Bass, 279-303. Pfetsch, Frank R. (2007). Negotiating Political Conflflicts. New York: Palgrave Macmillan.Roszkowska, Ewa (2008). Negotiation in the Context of Generalized Game Theory. (Edited by: H. Flam and M. Carson). Rule Systems Theory: Applications and Explorations. Frankfurt: Peter Lang, 85-102.Saner, Raymond (2004). Expert Negotiator: Strategy,Tactics, Motivation, Behaviour, Leadership. Boston: Martinus Nıjhoff Publishers.Sebenius, James K. (2015). Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels “Distributive” and “Integrative” Should Be Retired. Negotiation Journal, 31(4), 335-347.Singh, B. D. (2008). Managing Conflict and Negotiation. New Delhi: Excel Books.Sirgy, M. Joseph (2014). Real Estate Marketing: Strategy, Personal Selling, Negotiation, Management, and Ethics. New York: Routledge.Spoelstra, Manie and Pienaar, Wynand (2008). Negotiation: Theories, Strategies and Skills. Lansdowne: Juta & Co.Stoshikj, Marina (2014). Integrative and Distributive Negotiations and Negotiation Behavior. Journal of Service Science Research, 6(1), 29-69.Sullivan, K. M. (1986). Negotiation, Game Theory and Cultural Resource Management. Australian Archaeology (22), 36-44. Thompson, Leigh L. (2006). Negotiation: Overview of Theory and Research. (Edited by: L. L. Thompson). Negotiation Theory and Research. New York: Psychology Press, 1-6.Walton, Richard E. and McKersie, Robert B. (1965). A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System. New York: Cornell University Press.Weingart, Laurie Ruttenberg, Thompson, Leigh, Bazerman, Max H. and Carroll, John S. (1987). Tactics in Integrative Negotiations. Academy of Management Best Papers Proceedings, 1, 285-289. Yang, Ming and Yang, Fan (2012). Negotiation in Decentralization: Case Study of China's Carbon Trading in the Power Sector. London: Springer
Year 2020,
Volume: 24 Issue: 1, 111 - 126, 05.04.2020
Abstract
References
- Amsler, Lisa Blomgren (2015). Negotiationg for the Public Good. (Edited by: J. L. Perry , R. K. Christensen). Handbook of Public Administration. San Francisco: Jossey-Bass, 508-527.Baarveld, Marlijn, Smit, Marnix and Dewulf, Geert (2015). Negotiation Processes in Urban Redevelopment Projects: Dealing with Conflicts by Balancing Integrative and Distributive Approaches. Planning Theory and Practice, 16(3), 363-384. Baikoeni, Efri Yoni and Oishi, Mikio (2016). Ending a Long-Standing Intrastate Conflict Through Internationalisation: The Case of Aceh in Indonesia. (Edited by: Mikio Oishi). Contemporary Conflicts in Southeast Asia: Towards a New ASEAN Way of Conflict Management. London: Springer, 19-44.Bartos, Otomar J. (1995). Modeling Distributive and Integrative Negotiations. The Annals of the American Academy of Political and Social Science, 542, 48-60. Beersma, Bianca and De Dreu, Carsten K. W. (2002). Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive. Organizational Behavior & Human Decision Processes, 87(2), 227-252. Bercovitch, Jacob (2008). Mediation and Negotiation Techniques. (Edited by: L. Kurtz). Encyclopedia of Violence, Peace and Conflict: Volume 2 F-Pe. London: Academic Press, 403-412.Beriker-Atiyas, Nimet and Demirel-Pegg, Tijen (2000). An Analysis of Integrative Outcomes in the Dayton Peace Negotiations. International Journal of Conflict Management, 11(4), 358-377. Bingham, Lisa B. and Nabatchi, Tina (2003). Dispute System Design in Organizations. (Edited by: W. J. Pammer and J. J. Killian). Handbook of ConfIict Management. New York: Marcel Dekker, 105-128.Carneiro, Davide, Novais, Paulo and Neves, Jose (2014). Conflict Resolution and its Context From the Analysis of Behavioural Patterns to Efficient Decision-Making. London: Springer.Carter, Gregg Lee and Byrnes, Joseph F. (2005). How To Manage Conflict in the Organization: AMA Self-Study.Çınar, Yusuf (2013). Sri Lanka: Kaplanlar Gitti, Tamil Sorunu Kaldı Yadigar. (Editör: Nezir Akyeşilmen). Barışı Konuşmak: Teori ve Pratikte Çatışma Yönetimi. Ankara: ODTÜ Yayıncılık, 317-349.Harvard Business Essential (2003). Negotiation. Boston: Harvard Business School Press.Faure, Gay Olivier (2009). Negotiating Risk Across Cultures : Joint Ventures in China. (Edited by: R. Avenhaus and G. Sjöstedt), Negotiated Risks: International Talks on Hazardous Issues. Berlin: Springer, 307-331. Fells, Ray (2009). Effective Negotiation From Research to Results. Cambridge: Cambridge University Press.Fisher vd. , 2016: 49-50Fisher, Roger and Ertel, Danny (1995). Getting Ready to Negotiate: The Getting to Yes Workbook. New York: Penguin Books.Galtung, Johan (2009). Çatışmaları Aşarak Dönüştürmek: Çatışma Çözümüne Giriş (Çeviren: Havva Kök). Ankara: USAK Yayınları.Hames, David S. (2012). Negotiation: Closing Deals, Settling Disputes, and Making Team Los Angeles: Sage.Hawes, Jon M. and Fleming, David E. (2014). Recognizing Distributive or Integrative Negotiation Opportunities in Marketing Channels: The Conceptualization of Adaptive Negotiations. Journal of Marketing Channels, 21(4), 279-287.Holbrook, James R. (2010). Using Performative, Distributive, Integrative, and Transformative Principles in Negotiation. Loyola Law Review, 56(2), 359-374. Imhoff, 2000: 7Johnson, Ralph A. (1993). Negotiation Basics: Concepts, Skills, and Exercises. London: SAGE Publications.Keast, Roby and Waterhouse, Jennifer (2014). Collaborative Networks and Innovation: The Negotiation Management Nexus. (Edited by: C. Ansell and J. Torfing). Public Innovation Through Collaboration and Design. London: Routledge, 148-169.Kersten, Gregory E. (2001). Modeling Distributive and Integrative Negotiations: Review and Revised Characterization. Group Decision and Negotiation, 10(6), 493-514. Kool, VK and Agrawal, Rita (2006). Applied Social Psychology A Global Perspective. New Delhi: Atlantic Publishers.Korobkin, Russell (2009). Negotiation: Theory and Strategy. New York: Aspen Publishers.Malitza, Mircea (1985). Small States and the Peaceful Settlement of Disputes. (Edited by: A. S. Lall). Multilateral Negotiation and Mediation: Instruments and Methods. New York: Pergamon Press, 77-92. Mayer, Bernard (2000). The Dynamics of Conflict Resolution. San Francisco: Jossey-Bass.McCarthy, Alan and Hay, Steve (2015). Advanced Negotiation Techniques. New York: Apress.Mccorkle, Suzanne and Reese, Melanie (2016). Personal Conflict Management: Theory and Practice. London: Routledge.McCusker, Christopher (2002). Leading and Managing a Negotiatioan Process. (Edited by: S. Rimar). The Yale Management Guide for Physicians. New York: John Wiley & Sons, 168-186.Mnookin, Robert H., Peppet, Scott R. and Tulumello, Andrew S. (2000). Beyond Winning: Negotiationg to Creat Value in Deals and Disputes. London: The Belknap Press of Harvard University Press.Neale, Margaret A. and Fragale, Alison R. (2006). Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes. ( Edited by: L. L. Thompson). Negotiation Theory and Research. New York: Psychology Press, 27-54.Odell, John (2013). Negotiation and Bargaining. (Edited by: W. Carlsnaes, T. Risse and B. A. Simmons). Handbook of International Relations. London: Sage, 379-400.Patton, Bruce (2005). Negotiation. (Edited by: M. L. Moffitt and R. C. Bordone). The Handbook of Dispute Resolution. San Francisco: Jossey-Bass, 279-303. Pfetsch, Frank R. (2007). Negotiating Political Conflflicts. New York: Palgrave Macmillan.Roszkowska, Ewa (2008). Negotiation in the Context of Generalized Game Theory. (Edited by: H. Flam and M. Carson). Rule Systems Theory: Applications and Explorations. Frankfurt: Peter Lang, 85-102.Saner, Raymond (2004). Expert Negotiator: Strategy,Tactics, Motivation, Behaviour, Leadership. Boston: Martinus Nıjhoff Publishers.Sebenius, James K. (2015). Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels “Distributive” and “Integrative” Should Be Retired. Negotiation Journal, 31(4), 335-347.Singh, B. D. (2008). Managing Conflict and Negotiation. New Delhi: Excel Books.Sirgy, M. Joseph (2014). Real Estate Marketing: Strategy, Personal Selling, Negotiation, Management, and Ethics. New York: Routledge.Spoelstra, Manie and Pienaar, Wynand (2008). Negotiation: Theories, Strategies and Skills. Lansdowne: Juta & Co.Stoshikj, Marina (2014). Integrative and Distributive Negotiations and Negotiation Behavior. Journal of Service Science Research, 6(1), 29-69.Sullivan, K. M. (1986). Negotiation, Game Theory and Cultural Resource Management. Australian Archaeology (22), 36-44. Thompson, Leigh L. (2006). Negotiation: Overview of Theory and Research. (Edited by: L. L. Thompson). Negotiation Theory and Research. New York: Psychology Press, 1-6.Walton, Richard E. and McKersie, Robert B. (1965). A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System. New York: Cornell University Press.Weingart, Laurie Ruttenberg, Thompson, Leigh, Bazerman, Max H. and Carroll, John S. (1987). Tactics in Integrative Negotiations. Academy of Management Best Papers Proceedings, 1, 285-289. Yang, Ming and Yang, Fan (2012). Negotiation in Decentralization: Case Study of China's Carbon Trading in the Power Sector. London: Springer
There are 1 citations in total.
Details
| Primary Language | Turkish |
|---|---|
| Journal Section | Articles |
| Authors | |
| Publication Date | April 5, 2020 |
| Submission Date | March 19, 2019 |
| Published in Issue | Year 2020 Volume: 24 Issue: 1 |