TİCARİ MÜZAKERE VE AHLAK

Yıl 1999, Sayı: 14, 44 - 54, 30.06.1999

Gülçimen Yurtsever

Öz

In this paper the researcher has identified important factors that predict negotiators’ ethical / unethical behavior: individual differences, cultural morals, govemment / legal environment, economic criteria and perceptions of the other party appear to play an important role in determining ethical behavior of negotiators.

Anahtar Kelimeler

Ticari müzakare ve ahlak , ticaret , iktisat

Kaynakça

• Adams - Webber, J. R. (1969) “ Generalized Expectancies Conceming the Locus of Contı ol of Reinforcements and the Perception of Moral Sanctions”, British Journal of Social and Clinical Psychology 8, 340-343.
• Bazerman, M.H., ve Caroll, J. (1987). “ Negotiator cognition”, In B. Staw and L.L Cammings (Eds). Research in Organizationa! Behavior (Vol. 9, pp 247-288) Greenvvictı, CT: JAI Press.
• Beauchamp, T.L. (1988) “ Ethical theory and its application to business”. In TL.
• Beauchamp, and N.E. Bowie (Ed). Ethical Theory and Business (3rd ed. pp. 1-54 ). Englewood Cliffs NJ: Prentice Hail.
• Beauchhamp, T. L. ve Bowie, N. E. (Ed) (1988). “ Ethical Theory and Business”, (3rd.ed). Englewood Cliffs,NJ. Prentice Hail.
• Deal T.E. ve Kennedy A.A. (1982) “Corporate Cultures: The Rites and Rituals of Corporate life ”, Addision Fer Wesley Pub., Reading, MA.
• Dubinsky, A.J. ve Ingram, T.N. (1984) “ Correlates of Salespeople’s Ethical Conflict: an Exploratory Investigation”, Journal of Business Ethics 3, 343-353.
• Ferrell, O.C. ve Weaver, M (1978). “Ethical Beliefs of Marketing Manager”, Journal of Marketing (July) 42: 69-73.
• Flynn, S., Reichard, M. ve Slane, S. (1987) Cheating as Function of Task Outcome and Machiavellianism. Journal of Psychology, 121, 423-427.
• Gilkey, R. W.ve Greenhalgh, L. (1984). “ Developing Effective Negotiation Approaches Among Professional VVomen in Organizations, Simmons College, Boston.
• Graham J. L. (1993). “The Japanese Negotiation Style Characteristics of a Distinct Approach”, Negotiation Journal. April: 123-139.
• Hegarty, G. ve Sim, H. P. (1978). “Some Determinants of Unethical Decision Behavior: An Experimental”, Journal of Applied Psychology 63, 451-457.
• Hofstede, G.(1984). “ The Cultural Relativism of Quality of Life Concept”, Academy of Management Revievv 9, 389-398.
• Hosmer, R. (1987) “The Ethics of Management”, (Irwin, Homewood, IL)
• Huber,V ve Neale, M. (1986). “Effect of Cognitive Heuristic and Goals on Negotiator Performance and Subsequent Goal Setting”, Organizational Behavior and Human Decision Processes, 38, 342-365.
• Jones, T. M ve Gautshi, F. H. (1988). “Will the Ethics of Business Change? A Survey of Future Executives”, Journal of Business Ethics 3, 343-353.
• Jurgen, R.J. (1976). “ The Business of Business Ethics ”, Intellect, December 177-178. Kelley, S.W., Ferrell, O.C. ve Skinner, S. K(1990). “ Ethical Behavior Among Marketing Researchers: An Assessment of Selected Demographic Characteristics”, Journal of Business Ethics, 9,681-688
• Kidvvell, J. M Stevens, R.E. ve Bethke, A.L. (1987). “Differences Ethical Perceptions Between Male and Female Managers: Myth or Reality”, Journal of Business Ethics 7, 489-493.
• Kiesler, CA., Collins, B.E. ve Miller, N. (1969) “Attitude Change: A Critical Analysis of Theoretical Approaches”, John Wisley &Sons, İne., Nevv York.
• Kimmel, M. J., Pruit D. G., Magenau, J.M., Konar- Goldband, E., ve Camevale, P.J. (1980). “Effect of Trust, Aspiration and Gender on Negotiation Tactics”, Journal of personality and Social Psychology, 38, 9-22.
• Loucks, V.R. (1987). “ A CEO Looks at Ethics ”, Business Horizons (March/April).4. Mintu, T. ve Calontone, R. J. (1991). “ A Comparative Approach to International Marketing Negotiations”, Journal of Applied Business Research (Fail): 90-97.
• Morgan, R.M. ve Hung, S.D. (1994) The Commitment -Trust Theory of Relationship Marketing”, Journal of Marketing 58, 20-28.
• Nevvstrom, J..M. ve Ruch, W. A (1975) The Ethics of Management and the Management of Ethics”, MSU Business Topics 23, 29- 37.
• Walton, R. E. ve McKersie, R.B. (1965). “ A Behavioral Tbeory of Labor Relations”, NewYork: McGraw-Hill.
• Zey- Ferrell, M. ve Ferrell (1982 ) “Role-Set Confıguration and Opportunities as Predictors of Unethical Behavior in Organizations”, Human Relations 35 (7), 587-604. Zechmeister, K. ve Druckman, D. (1973) “Determinants of Resoling a Conflict of Interest”, Journal of Conflict Resolution, 17, 63-88.