MÜZAKERE YAKLAŞIMLARI BAĞLAMINDA SERT, YUMUŞAK VE PRENSİPLİ MÜZAKERELERİN ANALİZİ

Yıl 2020, Cilt: 24 Sayı: 1, 111 - 126, 05.04.2020

AHMET Ateş

Öz

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. 

Anahtar Kelimeler

Müzakere, Sert, Yumuşak, Prensipli

Kaynakça

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