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Can the Contribution of the “Principled Negotiation” Approach to Corporate Communication Be Measured? Negotiation Index Model

Yıl 2022, Cilt: 6 Sayı: 3, 3269 - 3286, 30.09.2022
https://doi.org/10.29023/alanyaakademik.1024805

Öz

Harvard Negotiation Model, as one of the most important conceptual models in negotiation, introduced the "Principled Negotiation" developed by Fisher and Ury (1981). However, there is no criterion that reveals the extent to which the Principled Negotiation can be applied. In this study, it is aimed to develop an Index to determine to what extent the negotiations are conducted “on the basis of principles”. The contribution of negotiation competence to corporate communication is quantified. The Negotiation Index Model was created based on Fisher and Ury (1981) using the The Balance Method. The Model provides an objective measure of the extent to which the negotiating parties have adopted the Principled Negotiation, and provides a perspective for improving the negotiation process.

Kaynakça

  • ARGENTI, P.A. (2011) Corporate Communication. New York, McGraw Hill-Irwin.
  • ASHCRAFT, K.L., KUHN, T. ve COOREN, F. (2009). “Constitutional Amendments: Materializing Organizational Communication”. The Academy of Management Annals, 3: 1-64.
  • CAPRIOTTI, P. (2011). “Communicating Corporate Social Responsibility through the Internet and Social Media”. I. ØYVIND, J. L.
  • BARTLETT & S. MAY (Eds.). The Handbook of Communication and Corporate Social Responsibility (358-378).
  • CARNEIRO, D., NOVAIS, P. & ANDRADE, F. (2013). “Using Case-Based Reasoning and Principled Negotiation to Provide Decision Support for Dispute Resolution”. Knowledge and Information Systems, 36: 789–826.
  • CORNELISSEN, J. (2014). Corporate Communication: A Guide to Theory & Practice. London, Sage Publications.
  • ERTEL, D. (1999). “Turning Negotiation into a Corporate Capability”. Harvard Business Review, 77(3): 55-61.
  • FINNEGAN, A.C. & HACKLEY, S. (2008). “Negotiation and Nonviolent Action: Interacting in the World of Conflict”. Negotiation Journal, 24(1): 7 – 24.
  • FISHER, R. & URY, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. New York, Penguin Books.
  • FISHER, R., URY, W., PATTON, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books.
  • FREEMAN, R.E. (1984). Strategic Management: A Stakeholder Approach. Boston, Pitman.
  • GOODMAN M.B. (2004). “Today’s Corporate Communication Function”. S. M. OLIVER (Ed.). Handbook of Corporate Communication and Public Relations (217-243).
  • HANSON, A. P. (2008). “The Trend toward Principled Negotiation in Major League Baseball Collective Bargaining”, Sports Law Journal, 221-246.
  • HARAHOUSOU Y., KABITSIS, C., HAVIARA, A. & THEODORAKIS N. D. (2004). “The Olympic Games: a Framework for International Public Relations”. S. M. OLIVER (Ed.). Handbook of Corporate Communication and Public Relations (162-174).
  • HEATH, R. L., PEARCE, W. B. & SHOTTER, J. (2006). “The Processes of Dialogue: Participation and Legitimation”. Management Communication Quarterly, 19(3): 341–375.
  • JACOBS, G. (2004). “Communication for Creative Thinking in a Corporate Context”. S. M. OLIVER (Ed), Handbook of Corporate Communication and Public Relations (394-406).
  • KANDIR, S.K., ÇERÇI, G., & UZKARALAR Ö. (2013). “Yatırımcı Duyarlılığı Temsilcileri: Yatırım Ortaklıkları Iskontosu Ve Tüketici Güven Endeksi Örneği”. BDDK Bankacılık ve Finansal Piyasalar, 7(2): 55-75.
  • KARABACAK, H. (2017). Müzakere Oyunları. İstanbul, Optimist Yayınları.
  • LAX, D.A. & SEBENIUS, J.K. (1986). “Interests: The Measure of Negotiation”. Negotiation Journal, 2: 73–92.
  • LENS, V.(2004). “Principled Negotiation: A New Tool for Case Advocacy”, Social Work, 49(3):506-513.
  • LUO, X., SIM, K.M. & HE, M. (2013). “A Knowledge Based System of Principled Negotiation for Complex Business Contract”. M. WANG (Eds.). Knowledge Science, Engineering and Management. (Vol 8041). Berlin, Springer.
  • McCOY, P.G. (2020). Strategies for Small Businesses Negotiating Contracts with Hospitals (Yayımlanmamış Doktora Tezi). Minnesota: Walden University College of Management and Technology.
  • MILLS, C. E. (2019). “Negotiation”. O. HARGIE (Ed.). The Handbook of Communication Skills (399-422).
  • MORSING, M., & SCHULTZ, M. (2006). “Corporate Social Responsibility Communication: Stakeholder Information, Response and Involvement Strategies”. Business Ethics: A European Review, 15(4): 323–338.
  • MUMBY, D. (2012). Organizational Communication: A Critical Approach. California: Thousand Oaks, Sage Publications.
  • OKONJI C. I. (2021).“Insecurity of Lives and Properties: Application of Principled/Collaborative Negotiation Principles and Practice in Resolving the Dispute of State Demand for State Police in Nigeria”. Journal of Commercial and Property Law, 8(3): 29-40.
  • PFEFFER, J. & SALANCIK, G.R. (1978). The External Control of Organizations: A Resource Dependence Perspective. New York, Harper Row.
  • RAUPP J. (2011). “The Concept of Stakeholders and Its Relevance for Corporate Social Responsibility Communication”. I. ØYVIND, J. L.
  • BARTLETT & S. MAY (Eds.). The Handbook of Communication and Corporate Social Responsibility (276 – 294).
  • REN, Z. SHEN G.Q. XUE, X. L & HU. W.F. (2011). “Lessons Learned from Principled Negotiation in International Construction Projects”. Journal of Legal Affairs and Dispute Resolution in Engineering and Construction, 3(3): 123-132.
  • ROMENTI S. & ILLIA L. (2013). “Communicatively Constituted Reputation and Reputation Management”. C.E. CARROLL (Ed.). The Handbook of Communication and Corporate Reputation (183-196).
  • SIĞRI, Ü. & KARABACAK, H. (2019). Arabulucu ve Uzlaştırmacı Elkitabı: Müzakereleri Yönetirken İhtiyacınız Olan Herşey. İstanbul, Optimist Yayınları.
  • SIĞRI, Ü. & VAROĞLU, A.K. (2013). Müzakere ve Arabuluculuk. Ankara, Siyasal Kitabevi.
  • SMOLINSKI, R. & XIONG, Y. (2020). In Search of Master Negotiators: A Negotiation Competency Model”. Negotiation Journal, 36 (3): 365-388.
  • THOMAS, S., THOMAS, R., MANRODT, K. & RUTNER, S. (2013). “An Experimental Test of Negotiation Strategy Effects on Knowledge Sharing Intentions in Buyer-Supplier Relationships”. Journal of Supply Chain Management, 49 (2): 96-113.
  • THOMPSON, J. D. (1967). Organizations in Action: Social Science Bases of Administrative Theory. New York, McGraw-Hill.
  • TÜİK, Türkiye İstatistik Kurumu, “Tüketici Güven Endeksi: Veri: Kapsam, Dönem ve Zamanlama”, https://data.tuik.gov.tr, 28.08.2021.
  • VALERIE, A. S. (2003). “Back to the Future of ADR: Negotiating Justice and Human Needs”. Ohio State Journal on Dispute Resolution, 18(3): 669-776
  • VAN RIEL C.B.M. & FOMBRUN, C.J. (2007). Essentials of Corporate Communication Implementing Practices for Effective Reputation Management. New York, Routledge.
  • VASQUEZ, G. (1996). “Public Relations as Negotiation: An Issue Development Perspective”. Journal of Public Relations Research, 8(1): 57–77.
  • WANGERMANN, J. P. & STENGEL R.F. (1999). “Optimization and Coordination of Multiagent Systems Using Principled Negotiation”. Journal of Guidance, Control and Dynamics, 22(1): 43-50
  • WATSON, T. & KITCHEN, P. J. (2008). “Corporate Communication Reputation in Action”. T.C. MELEWAR (Ed.). Facets of Corporate Identity, Communication, and Reputation (121-140).
  • WATSON, T., OSBORNE-BROWN, S., & LONGHURST, M. (2002). “Issues Negotiation: Creating Competitive Advantage through Stakeholder Investment”. Corporate Communications: An International Journal, 7(1): 54–61.
  • ZHANG, S. & CONSTANTINOVITZ, M. (2018). “Development of a Conceptual Model and Questionnaire of Principled Negotiation”. Business Communication Research and Practice,1(2): 70-76.

“İlkeli Müzakere” Yaklaşımının Kurumsal İletişime Katkısı Ölçülebilir mi? Müzakere Endeksi Modeli

Yıl 2022, Cilt: 6 Sayı: 3, 3269 - 3286, 30.09.2022
https://doi.org/10.29023/alanyaakademik.1024805

Öz

Müzakere alanında en önemli kavramsal modellerden olan Harvard Müzakere Modeli Fisher ve Ury (1981) tarafından geliştirilen “İlkeli Müzakere” yaklaşımını ortaya koymuştur. Ancak İlkeli Müzakerenin müzakerelerde ne ölçüde uygulanabildiğini ortaya çıkaran niceliksel bir ölçüt henüz bulunmamaktadır. Bu çalışmada, müzakerelerin ne ölçüde “ilkeler temelinde” yürütüldüğünün belirlenmesine yönelik bir Endeks geliştirilmesi amaçlanmıştır. Böylece müzakere yetkinliğinin kurumsal iletişime katkısı niceliksel hale getirilmiştir. Çalışmada, Fisher ve Ury (1981)’e dayanılarak Müzakere Endeksi Modeli adı verilen bir Endeks oluşturulmuştur. Endeksinin hesaplanma yöntemi olarak Denge Yöntemi esas alınmıştır. Müzakere Endeksi Modeli, müzakere sürecinde yer alan tarafların veya müzakere heyetlerinin İlkeli Müzakereyi ne ölçüde benimsediklerine ilişkin nesnel bir ölçüt ve müzakere sürecinin iyileştirilmesine yönelik bir bakış açısı sunmaktadır.

Kaynakça

  • ARGENTI, P.A. (2011) Corporate Communication. New York, McGraw Hill-Irwin.
  • ASHCRAFT, K.L., KUHN, T. ve COOREN, F. (2009). “Constitutional Amendments: Materializing Organizational Communication”. The Academy of Management Annals, 3: 1-64.
  • CAPRIOTTI, P. (2011). “Communicating Corporate Social Responsibility through the Internet and Social Media”. I. ØYVIND, J. L.
  • BARTLETT & S. MAY (Eds.). The Handbook of Communication and Corporate Social Responsibility (358-378).
  • CARNEIRO, D., NOVAIS, P. & ANDRADE, F. (2013). “Using Case-Based Reasoning and Principled Negotiation to Provide Decision Support for Dispute Resolution”. Knowledge and Information Systems, 36: 789–826.
  • CORNELISSEN, J. (2014). Corporate Communication: A Guide to Theory & Practice. London, Sage Publications.
  • ERTEL, D. (1999). “Turning Negotiation into a Corporate Capability”. Harvard Business Review, 77(3): 55-61.
  • FINNEGAN, A.C. & HACKLEY, S. (2008). “Negotiation and Nonviolent Action: Interacting in the World of Conflict”. Negotiation Journal, 24(1): 7 – 24.
  • FISHER, R. & URY, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. New York, Penguin Books.
  • FISHER, R., URY, W., PATTON, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books.
  • FREEMAN, R.E. (1984). Strategic Management: A Stakeholder Approach. Boston, Pitman.
  • GOODMAN M.B. (2004). “Today’s Corporate Communication Function”. S. M. OLIVER (Ed.). Handbook of Corporate Communication and Public Relations (217-243).
  • HANSON, A. P. (2008). “The Trend toward Principled Negotiation in Major League Baseball Collective Bargaining”, Sports Law Journal, 221-246.
  • HARAHOUSOU Y., KABITSIS, C., HAVIARA, A. & THEODORAKIS N. D. (2004). “The Olympic Games: a Framework for International Public Relations”. S. M. OLIVER (Ed.). Handbook of Corporate Communication and Public Relations (162-174).
  • HEATH, R. L., PEARCE, W. B. & SHOTTER, J. (2006). “The Processes of Dialogue: Participation and Legitimation”. Management Communication Quarterly, 19(3): 341–375.
  • JACOBS, G. (2004). “Communication for Creative Thinking in a Corporate Context”. S. M. OLIVER (Ed), Handbook of Corporate Communication and Public Relations (394-406).
  • KANDIR, S.K., ÇERÇI, G., & UZKARALAR Ö. (2013). “Yatırımcı Duyarlılığı Temsilcileri: Yatırım Ortaklıkları Iskontosu Ve Tüketici Güven Endeksi Örneği”. BDDK Bankacılık ve Finansal Piyasalar, 7(2): 55-75.
  • KARABACAK, H. (2017). Müzakere Oyunları. İstanbul, Optimist Yayınları.
  • LAX, D.A. & SEBENIUS, J.K. (1986). “Interests: The Measure of Negotiation”. Negotiation Journal, 2: 73–92.
  • LENS, V.(2004). “Principled Negotiation: A New Tool for Case Advocacy”, Social Work, 49(3):506-513.
  • LUO, X., SIM, K.M. & HE, M. (2013). “A Knowledge Based System of Principled Negotiation for Complex Business Contract”. M. WANG (Eds.). Knowledge Science, Engineering and Management. (Vol 8041). Berlin, Springer.
  • McCOY, P.G. (2020). Strategies for Small Businesses Negotiating Contracts with Hospitals (Yayımlanmamış Doktora Tezi). Minnesota: Walden University College of Management and Technology.
  • MILLS, C. E. (2019). “Negotiation”. O. HARGIE (Ed.). The Handbook of Communication Skills (399-422).
  • MORSING, M., & SCHULTZ, M. (2006). “Corporate Social Responsibility Communication: Stakeholder Information, Response and Involvement Strategies”. Business Ethics: A European Review, 15(4): 323–338.
  • MUMBY, D. (2012). Organizational Communication: A Critical Approach. California: Thousand Oaks, Sage Publications.
  • OKONJI C. I. (2021).“Insecurity of Lives and Properties: Application of Principled/Collaborative Negotiation Principles and Practice in Resolving the Dispute of State Demand for State Police in Nigeria”. Journal of Commercial and Property Law, 8(3): 29-40.
  • PFEFFER, J. & SALANCIK, G.R. (1978). The External Control of Organizations: A Resource Dependence Perspective. New York, Harper Row.
  • RAUPP J. (2011). “The Concept of Stakeholders and Its Relevance for Corporate Social Responsibility Communication”. I. ØYVIND, J. L.
  • BARTLETT & S. MAY (Eds.). The Handbook of Communication and Corporate Social Responsibility (276 – 294).
  • REN, Z. SHEN G.Q. XUE, X. L & HU. W.F. (2011). “Lessons Learned from Principled Negotiation in International Construction Projects”. Journal of Legal Affairs and Dispute Resolution in Engineering and Construction, 3(3): 123-132.
  • ROMENTI S. & ILLIA L. (2013). “Communicatively Constituted Reputation and Reputation Management”. C.E. CARROLL (Ed.). The Handbook of Communication and Corporate Reputation (183-196).
  • SIĞRI, Ü. & KARABACAK, H. (2019). Arabulucu ve Uzlaştırmacı Elkitabı: Müzakereleri Yönetirken İhtiyacınız Olan Herşey. İstanbul, Optimist Yayınları.
  • SIĞRI, Ü. & VAROĞLU, A.K. (2013). Müzakere ve Arabuluculuk. Ankara, Siyasal Kitabevi.
  • SMOLINSKI, R. & XIONG, Y. (2020). In Search of Master Negotiators: A Negotiation Competency Model”. Negotiation Journal, 36 (3): 365-388.
  • THOMAS, S., THOMAS, R., MANRODT, K. & RUTNER, S. (2013). “An Experimental Test of Negotiation Strategy Effects on Knowledge Sharing Intentions in Buyer-Supplier Relationships”. Journal of Supply Chain Management, 49 (2): 96-113.
  • THOMPSON, J. D. (1967). Organizations in Action: Social Science Bases of Administrative Theory. New York, McGraw-Hill.
  • TÜİK, Türkiye İstatistik Kurumu, “Tüketici Güven Endeksi: Veri: Kapsam, Dönem ve Zamanlama”, https://data.tuik.gov.tr, 28.08.2021.
  • VALERIE, A. S. (2003). “Back to the Future of ADR: Negotiating Justice and Human Needs”. Ohio State Journal on Dispute Resolution, 18(3): 669-776
  • VAN RIEL C.B.M. & FOMBRUN, C.J. (2007). Essentials of Corporate Communication Implementing Practices for Effective Reputation Management. New York, Routledge.
  • VASQUEZ, G. (1996). “Public Relations as Negotiation: An Issue Development Perspective”. Journal of Public Relations Research, 8(1): 57–77.
  • WANGERMANN, J. P. & STENGEL R.F. (1999). “Optimization and Coordination of Multiagent Systems Using Principled Negotiation”. Journal of Guidance, Control and Dynamics, 22(1): 43-50
  • WATSON, T. & KITCHEN, P. J. (2008). “Corporate Communication Reputation in Action”. T.C. MELEWAR (Ed.). Facets of Corporate Identity, Communication, and Reputation (121-140).
  • WATSON, T., OSBORNE-BROWN, S., & LONGHURST, M. (2002). “Issues Negotiation: Creating Competitive Advantage through Stakeholder Investment”. Corporate Communications: An International Journal, 7(1): 54–61.
  • ZHANG, S. & CONSTANTINOVITZ, M. (2018). “Development of a Conceptual Model and Questionnaire of Principled Negotiation”. Business Communication Research and Practice,1(2): 70-76.
Toplam 44 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Konular Finans
Bölüm Makaleler
Yazarlar

Hakan Karabacak 0000-0001-6321-088X

Ünsal Sığrı 0000-0002-8870-7398

Yayımlanma Tarihi 30 Eylül 2022
Kabul Tarihi 14 Eylül 2022
Yayımlandığı Sayı Yıl 2022 Cilt: 6 Sayı: 3

Kaynak Göster

APA Karabacak, H., & Sığrı, Ü. (2022). “İlkeli Müzakere” Yaklaşımının Kurumsal İletişime Katkısı Ölçülebilir mi? Müzakere Endeksi Modeli. Alanya Akademik Bakış, 6(3), 3269-3286. https://doi.org/10.29023/alanyaakademik.1024805