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A GLANCE AT THE NEGOTIATION PROCESS: QUALITATIVE STUDY WITH TURKISH MANAGERS

Yıl 2015, , 135 - 154, 01.01.2015
https://doi.org/10.17130/ijmeb.2015.11.24.443

Öz

The aim of this study is to find out how managers approach to different stages of the negotiation process. Using qualitative techniques, 24 managers who conduct negotiations with domestic and foreign companies were in-depth interviewed. The study was implemented with convenience sampling. To ensure standardization, a questionnaire was prepared and the data based on the responses were thematically grouped and explored in such categories as preparation, conduct, and final stage of the negotiation process. In this study, we aimed to enlighten the negotiation process, based on the views of the managers who actively took place in negotiations

Kaynakça

  • Acuff, F. L. (2005). Uluslararası müzakere: Dünyanın herhangi bir yerinde herhangi bir konuyu müzakere etme. (Çev. Serpil Demirci). İstanbul: Elma Yayınevi.
  • Adair, W.L. & Brett, J.M., (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science, 16(1):33-51.
  • Akdere, M. (2003). The action research paradigm: An alternative approach in negotiation. Systemic Practice and Action Research, 16(5), 339-354.
  • Brett, J. M. (2000). Culture and negotiation. International Journal of Psychology, 35(2), 97- 104.
  • Cloke, K. & Goldsmith, J. (2000). Resolving personal and organizational conflict. San Francisco: Jossey-Bass.
  • Cohen, R. (1991). Negotiating across cultures. Washington: U.S. Institute of Peace Press.
  • Cohen, S. (2002). Negotiation skills for managers. USA: McGraw-Hill Comp. Inc.
  • Craver, C.B. (2003). Negotiation Styles: The Impact on Bargaining Transactions. Dispute Resolution Journal, Feb-Apr, 58, 1: 48.
  • Çakıcı, O. (2003). Kültürler arası farklılaşmanın müzakere sürecine etkileri: NATO ülkeleri arasında bir uygulama. Yayımlanmamış Yüksek Lisans Tezi, Kara Harp Okulu Savunma Bilimleri Enstitüsü.
  • Drake, L.E. (2001). The culture-negotiation link: Integrative and distributive bargaining through an intercultural communication lens. Human Communication Research, 27(3)
  • Eisenhardt, K.M. (1989). Building theories from case study research. Academy of Management Review, 14(4), 532-550.
  • Elahee, M. N. & Brooks C. M. (2004), Trust and negotiation tactics: Perceptions about business- to-business negotiation. The Journal of Business & Industrial Marketing, 19(6), 397.
  • Engel, A. & Korf, B. (2005). Negotiation and mediation techniques for natural resource management. Rome: Food and Agriculture Organization of the United Nations.
  • Erkuş, A. (2009). Çalışanların müzakere etiği algılamaları ve müzakere sürecindeki davranışlarına etkileri. Yönetim ve Ekonomi Dergisi, 16(1).
  • Erkuş, A. & A.Tabak (2008). İş yaşamında müzakereler: Kamu ve özel sektör çalışanlarıyla ilgili karşılaştırmalı bir araştırma. Selçuk Üniversitesi, Sosyal Bilimler Enstitüsü.
  • Ertel, D. (2003). Turning Negotiation Into a Corporate Capability. USA: Harvard Business Scholl Publishing Guide to Smart Negotiation.
  • Foo M. D., Elfenbein H. A., Tan , H. H. & Aik V. C. (2004). Emotional ıntelligence and negotiation: The tension between creating and claiming value. International Journal of Conflict Management, 15(4).
  • Fowler, A. (1996). Negotiation skills and strategies. London: Institute of Personnel and Development, Second Edition.
  • French, W., Hasslein, C. & Vanes, R. (2002). Constructivist negotiation ethics. Journal of Business Ethics, 39, 83.
  • Fuller, G. T. (1991). Negotiation handbook. Prentice-Hall.
  • Ghauri, P. & Gronhaug, K. (2002). Research methods in business studies: A practical guide. (2nd ed). Harlow: Financial Times Prentice Hall.
  • Giebels, E., De Dreu, C. K. W., & Van de Vliert, E. (2000). Interdependence in negotiation: Effects of exit options and social motive on distributive and integrative negotiation. European Journal of Social Psychology, 30, 255-272.
  • Harwood, T. (2002). Business negotiations in the context of strategic relationship development. Marketing Intelligence & Planning, 20(6), 336.
  • Karrass, C.L. (1999). Negotiating Game. USA: Horper Collins Publishers.
  • Kennedy, G. (1987). Pocket Negotiator. The Economist Publications, Oxford, New York and London.
  • Lewicki R. J. & A. Hiam (2006). Mastering business negotiation: A working guideto making deals and resolving conflict. USA: Jossey-Bass Pub.
  • Lewicki, J. R., D. M. Saunders & J. M. Minton (2001). Essentials of negotiation. USA: McGraw-Hill Company.
  • Lewicki, J. R., D. M. Saunders & Barry B. ve J. M. Minton (2004). Essentials of negotiation. USA: McGraw-Hill Company.
  • Ma, Z. (2007). Competing or accommodating? An empirical test of chinese conflict management styles. Contemporary Management Research, 3(1).
  • Mayer, B. (2000). The dynamics of conflict resolution. USA: Joey-Bass.
  • Nauta, A. & Sanders, K. (2000). Interdepartmental negotiation behavior in manufacturing organizations. International Journal of Conflict Management, 11(2), 135.
  • Ogilvie, J.R. & Carsky, M.L. (2002). Building emotional intelligence in negotiations. International Journal of Conflict Management, 13(4).
  • Olekalns, M. & P. L. Smith. (2000). Negotiating optimal outcomes: The role of strategic sequences in competitive negotiations. Human Communication Research, 24, 528-560.
  • Park, H., & Antonioni, D. (2007). Personality, reciprocity, and strength of conflict resolution strategy. Journal of Research in Personality, 41, 110-125.
  • Putnam, L. L., Wilson, S. R. & D. B. Turner. (1990). The evolution of policy arguments in teachers’ negotiations. Argumentation, 4, 129-152.
  • Robbins. S. P., A. Odendaal, & G. Roodt (2009). Organisational behaviour: Global and Southern African perspectives. Cape Town: Pearson Education South Africa.
  • Salkind, N.J. (2003). Exploring research. Upper Saddle River, New Jersey: Prentice-Hall.
  • Sargut, S. A. (2003). Kurumsal alanlardaki örgüt yapılarının oluşmasında ve ekonomik işlemlerin yürütülmesinde güvenin rolü. İçinde F. Erdem (ed.), Sosyal bilimlerde güven (ss. 89 -124). Ankara: Vadi Yayınları.
  • Saunders, M., Lewis, P., & Thornhill, A. (2003). Research methods for business students. Harlow: Financial Times Prentice Hall.
  • Schemel, R. (1995). A qualitative research primer: The paradigm, some basic techniques and methods. Ankara: A Publication of the Turkish Psychological Association.
  • Schoenfield, M. K. & Schoenfield, R. M. (1991). 36-Hour negotiation course. New York: McGraw-Hill Inc.
  • Steele, P. & Beasor T. (1999). Business negotiation: A practical workbook. Gower Publishing Ltd.
  • Stevens, G. K., & Greer, C. R. 1995. Doing business in Mexico: Understanding cultural differences. Organizational Dynamics, 24(1), 39-55.
  • TDK (Türk Dil Kurumu) (1997). Okul sözlüğü. Ankara: Atatürk Kültür, Dil ve Tarih Yüksek Kurumu.
  • Thompson, L. (2001). The mind and heart of the negotiator. NJ: Prentice-Hall.
  • Trotman, K. T., Wright, A. M. & Wright, S. (2005). Auditor negotiations: An examination of the efficacy of intervention methods. The Accounting Review, 80(1), 349-367.
  • Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86, 57-76.
  • Varoğlu, A. Kadir, R. Aktaş, & U. Zel. (1998). Müzakere teknikleri. Ankara: Kara Harp Okulu Basımevi.
  • Varoğlu, A. & Kadir, Ü. Sığrı. (2008). İş, yönetim ve diplomasi dünyasında müzakere. Siyasal Kitabevi, Ankara.
  • Wall, J. A. (1985). Negotiation: Theory and practice. London: Scott Foresman and Company.
  • Wheeler, M. (2004). Anxious moments: Openings in negotiation. Negotiation Journal, 20(2)

MÜZAKERE SÜRECİNE BAKIŞ: TÜRK YÖNETİCİLERİYLE NİTEL BİR ÇALIŞMA

Yıl 2015, , 135 - 154, 01.01.2015
https://doi.org/10.17130/ijmeb.2015.11.24.443

Öz

Bu çalışmanın amacı, yöneticilerin müzakere sürecinin çeşitli aşamalarına nasıl yaklaştıklarını tespit etmektir. Nitel bir yöntemle yürütülen bu çalışmada derinlemesine yüz yüze görüşme yöntemi kullanılarak yerli ve yabancı şirketlerle sıklıkla müzakere süreci içerisinde yer alan 24 yöneticinin müzakere sürecinde kullandıkları teknikler incelenmiştir. Standart bir formatta yürütülebilmesi için bir soru formu hazırlanmış ve bu formdaki sorulara verilen cevaplar, temalar halinde gruplanarak araştırma bulgularını oluşturmuştur. Araştırmada ortaya konan bulgular; müzakereye hazırlık, müzakerenin yürütülmesi ve müzakerenin sonuçlandırılması aşaması başlıkları altında toplanmıştır. Müzakerelere aktif olarak katılan yöneticilerin görüşlerine dayanan bu çalışmayla müzakere sürecine ışık tutmaya çalıştık.

Kaynakça

  • Acuff, F. L. (2005). Uluslararası müzakere: Dünyanın herhangi bir yerinde herhangi bir konuyu müzakere etme. (Çev. Serpil Demirci). İstanbul: Elma Yayınevi.
  • Adair, W.L. & Brett, J.M., (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science, 16(1):33-51.
  • Akdere, M. (2003). The action research paradigm: An alternative approach in negotiation. Systemic Practice and Action Research, 16(5), 339-354.
  • Brett, J. M. (2000). Culture and negotiation. International Journal of Psychology, 35(2), 97- 104.
  • Cloke, K. & Goldsmith, J. (2000). Resolving personal and organizational conflict. San Francisco: Jossey-Bass.
  • Cohen, R. (1991). Negotiating across cultures. Washington: U.S. Institute of Peace Press.
  • Cohen, S. (2002). Negotiation skills for managers. USA: McGraw-Hill Comp. Inc.
  • Craver, C.B. (2003). Negotiation Styles: The Impact on Bargaining Transactions. Dispute Resolution Journal, Feb-Apr, 58, 1: 48.
  • Çakıcı, O. (2003). Kültürler arası farklılaşmanın müzakere sürecine etkileri: NATO ülkeleri arasında bir uygulama. Yayımlanmamış Yüksek Lisans Tezi, Kara Harp Okulu Savunma Bilimleri Enstitüsü.
  • Drake, L.E. (2001). The culture-negotiation link: Integrative and distributive bargaining through an intercultural communication lens. Human Communication Research, 27(3)
  • Eisenhardt, K.M. (1989). Building theories from case study research. Academy of Management Review, 14(4), 532-550.
  • Elahee, M. N. & Brooks C. M. (2004), Trust and negotiation tactics: Perceptions about business- to-business negotiation. The Journal of Business & Industrial Marketing, 19(6), 397.
  • Engel, A. & Korf, B. (2005). Negotiation and mediation techniques for natural resource management. Rome: Food and Agriculture Organization of the United Nations.
  • Erkuş, A. (2009). Çalışanların müzakere etiği algılamaları ve müzakere sürecindeki davranışlarına etkileri. Yönetim ve Ekonomi Dergisi, 16(1).
  • Erkuş, A. & A.Tabak (2008). İş yaşamında müzakereler: Kamu ve özel sektör çalışanlarıyla ilgili karşılaştırmalı bir araştırma. Selçuk Üniversitesi, Sosyal Bilimler Enstitüsü.
  • Ertel, D. (2003). Turning Negotiation Into a Corporate Capability. USA: Harvard Business Scholl Publishing Guide to Smart Negotiation.
  • Foo M. D., Elfenbein H. A., Tan , H. H. & Aik V. C. (2004). Emotional ıntelligence and negotiation: The tension between creating and claiming value. International Journal of Conflict Management, 15(4).
  • Fowler, A. (1996). Negotiation skills and strategies. London: Institute of Personnel and Development, Second Edition.
  • French, W., Hasslein, C. & Vanes, R. (2002). Constructivist negotiation ethics. Journal of Business Ethics, 39, 83.
  • Fuller, G. T. (1991). Negotiation handbook. Prentice-Hall.
  • Ghauri, P. & Gronhaug, K. (2002). Research methods in business studies: A practical guide. (2nd ed). Harlow: Financial Times Prentice Hall.
  • Giebels, E., De Dreu, C. K. W., & Van de Vliert, E. (2000). Interdependence in negotiation: Effects of exit options and social motive on distributive and integrative negotiation. European Journal of Social Psychology, 30, 255-272.
  • Harwood, T. (2002). Business negotiations in the context of strategic relationship development. Marketing Intelligence & Planning, 20(6), 336.
  • Karrass, C.L. (1999). Negotiating Game. USA: Horper Collins Publishers.
  • Kennedy, G. (1987). Pocket Negotiator. The Economist Publications, Oxford, New York and London.
  • Lewicki R. J. & A. Hiam (2006). Mastering business negotiation: A working guideto making deals and resolving conflict. USA: Jossey-Bass Pub.
  • Lewicki, J. R., D. M. Saunders & J. M. Minton (2001). Essentials of negotiation. USA: McGraw-Hill Company.
  • Lewicki, J. R., D. M. Saunders & Barry B. ve J. M. Minton (2004). Essentials of negotiation. USA: McGraw-Hill Company.
  • Ma, Z. (2007). Competing or accommodating? An empirical test of chinese conflict management styles. Contemporary Management Research, 3(1).
  • Mayer, B. (2000). The dynamics of conflict resolution. USA: Joey-Bass.
  • Nauta, A. & Sanders, K. (2000). Interdepartmental negotiation behavior in manufacturing organizations. International Journal of Conflict Management, 11(2), 135.
  • Ogilvie, J.R. & Carsky, M.L. (2002). Building emotional intelligence in negotiations. International Journal of Conflict Management, 13(4).
  • Olekalns, M. & P. L. Smith. (2000). Negotiating optimal outcomes: The role of strategic sequences in competitive negotiations. Human Communication Research, 24, 528-560.
  • Park, H., & Antonioni, D. (2007). Personality, reciprocity, and strength of conflict resolution strategy. Journal of Research in Personality, 41, 110-125.
  • Putnam, L. L., Wilson, S. R. & D. B. Turner. (1990). The evolution of policy arguments in teachers’ negotiations. Argumentation, 4, 129-152.
  • Robbins. S. P., A. Odendaal, & G. Roodt (2009). Organisational behaviour: Global and Southern African perspectives. Cape Town: Pearson Education South Africa.
  • Salkind, N.J. (2003). Exploring research. Upper Saddle River, New Jersey: Prentice-Hall.
  • Sargut, S. A. (2003). Kurumsal alanlardaki örgüt yapılarının oluşmasında ve ekonomik işlemlerin yürütülmesinde güvenin rolü. İçinde F. Erdem (ed.), Sosyal bilimlerde güven (ss. 89 -124). Ankara: Vadi Yayınları.
  • Saunders, M., Lewis, P., & Thornhill, A. (2003). Research methods for business students. Harlow: Financial Times Prentice Hall.
  • Schemel, R. (1995). A qualitative research primer: The paradigm, some basic techniques and methods. Ankara: A Publication of the Turkish Psychological Association.
  • Schoenfield, M. K. & Schoenfield, R. M. (1991). 36-Hour negotiation course. New York: McGraw-Hill Inc.
  • Steele, P. & Beasor T. (1999). Business negotiation: A practical workbook. Gower Publishing Ltd.
  • Stevens, G. K., & Greer, C. R. 1995. Doing business in Mexico: Understanding cultural differences. Organizational Dynamics, 24(1), 39-55.
  • TDK (Türk Dil Kurumu) (1997). Okul sözlüğü. Ankara: Atatürk Kültür, Dil ve Tarih Yüksek Kurumu.
  • Thompson, L. (2001). The mind and heart of the negotiator. NJ: Prentice-Hall.
  • Trotman, K. T., Wright, A. M. & Wright, S. (2005). Auditor negotiations: An examination of the efficacy of intervention methods. The Accounting Review, 80(1), 349-367.
  • Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86, 57-76.
  • Varoğlu, A. Kadir, R. Aktaş, & U. Zel. (1998). Müzakere teknikleri. Ankara: Kara Harp Okulu Basımevi.
  • Varoğlu, A. & Kadir, Ü. Sığrı. (2008). İş, yönetim ve diplomasi dünyasında müzakere. Siyasal Kitabevi, Ankara.
  • Wall, J. A. (1985). Negotiation: Theory and practice. London: Scott Foresman and Company.
  • Wheeler, M. (2004). Anxious moments: Openings in negotiation. Negotiation Journal, 20(2)
Toplam 51 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Bölüm Research Article
Yazarlar

Nurdan Özarallı Bu kişi benim

Yayımlanma Tarihi 1 Ocak 2015
Yayımlandığı Sayı Yıl 2015

Kaynak Göster

APA Özarallı, N. (2015). MÜZAKERE SÜRECİNE BAKIŞ: TÜRK YÖNETİCİLERİYLE NİTEL BİR ÇALIŞMA. Uluslararası Yönetim İktisat Ve İşletme Dergisi, 11(24), 135-154. https://doi.org/10.17130/ijmeb.2015.11.24.443