“Çalışanların Müzakere Etiği Algılamaları ve Müzakere Sürecindeki Davranışlarına Etkileri”

Öz

Anahtar Kelimeler

• -

Çalışanların Müzakere Etiği Algılamaları ve Müzakere Sürecindeki Davranışlarına Etkileri

Öz

Müzakere sürecini etkileyen faktörlerden birisi de etiktir. Bu kapsamda çalışmada öncelikle çalışanların müzakere etiği algılama düzeyleri incelenmekte, ikinci aşamada ise algılama düzeylerinin müzakere başlangıcındaki ilk tekliflerine, süreç içerisindeki davranışlarına ve müzakere sonucundaki anlaşma eğilimlerine olan etkileri araştırılmaktadır. Araştırmanın örneklemini Ankara’da kamu ve özel sektörde iş yaşamlarına devam eden 336 çalışan oluşturmaktadır. Çalışanların müzakere etiği algılamalarının müzakere sürecindeki davranışlarına etkilerini incelemek amacıyla hiyerarşik regresyon analizi uygulanmıştır. Araştırma sonuçlarına göre katılımcıların karşı tarafı zayıflatma davranışlarını daha fazla kabul edilebilir olarak algıladıkları, karşı tarafı yanlış bilgilendirme davranışlarını ise daha az benimsedikleri tespit edilmiştir. Ayrıca, etik dışı davranışlara eğilimleri düşük olan katılımcıların müzakerelerde daha rasyonel hareket ettikleri, anlaşma şartlarına bağlı kalma eğilimlerinin de yüksek oldukları belirlenmiştir. Etik dışı davranma eğilimleri yüksek olan katılımcılar ise, müzakere sürecinde daha duygusal davranmakta ve sorunlarla doğrudan yüzleşmekten kaçınmaktadırlar

Anahtar Kelimeler

• Müzakere, Etik, Müzakere Süreci

Kaynakça

1. ADLER, Nancy J. (1991), International Dimensions of Organizational Behavior, (2nd ed.), Belmont, California: Wadsworth Publishing.
2. AL-KHATIB, Jamal, RAWWAS, Mohammed Y.A., SWAIDAN, Ziad ve REXEISEN, Richard J. (2005), “The Ethical Challenges of Global Business-To-Business Negotiations: An Empirical Investigation of Developing Countries Marketing Managers”, Journal of Marketing Theory and Practice, 13, 4, 46.
3. ANTON, Ronald J. (1990), “Drawing The Line: An Exploratory Test of Ethical Behavior in Negotiation”, The International Journal of Conflict Management, 1, 265-280.
4. AQUINO, Karl (1998), “The Effects of Ethical Climate and the Availability of Alternatives on the Use of Deception During Negotiation”, International Journal of Conflict Management, 9, 3, 195.
5. AY, Canan (2005), “İşletmelerde Etiksel Karar Almada Kültürün Rolü”, Celal Bayar Üniversitesi İ.İ.B.F. Yönetim ve Ekonomi Dergisi, C.12, S.2, 31-52.
6. BOLES, Terry L., CROSON, Rachel ve MURNIGHAN, J.Keith (2000), “Deception and Retribution in Repeated Ultimatum Bargaining”, Organizational Behavior and Human Decision Processes, 83, 235-259.
7. CALHOUN, Patrick S. ve SMITH, William P. (1999), “Integrative Bargaining: Does Gender Make a Difference?” International Journal of Conflict Management, 10, 3, 203-224.
8. CRAMTON, Peter C. ve DEES, J.Gregory (1993), “Promoting Honesty in Negotiation:An Exerise in Practical Ethics”, Business Ethics Quarterly, 3(4), 359-394.

9. CURHAN, Jared R., ELFENBEIN, Hillary A. ve XU, Heng (2006), “What Do People Value When They Negotiate? Mapping The Domain of Subjective Value in Negotiation”, Journal of Personality and Social Psychology, 91, 493-512.
10. EKİN, M.G.Serap ve TEZÖLMEZ, S.Hande, “Business Ethics in Turkey: An Emprical Investigation with Special Emphasis on Gender”, Journal of Business Ethics, 18(1), 17- 34.
11. ELAHEE, Mohammad N., KIRBY, Susan L. ve NASIF, Ercan (2002), “National Culture, Trust, and Perceptions About Ethical Behavior in Intra- and Cross-Cultural Negotiations:An Analysis of NAFTA Countries”, Thunderbird International Business Review, 44, 6, 799- 818.
12. ELAHEE, Mohammad N. ve BROOKS Charles M. (2004), “Trust and Negotiation Tactics: Perceptions About Business-To-Business Negotiation”, The Journal of Business & Industrial Marketing, 19(6), 397
13. ERKUŞ, Ahmet ve TABAK, Akif (2008), “İş Yaşamında Müzakereler: Kamu ve Özel Sektör Çalışanlarıyla İlgili Karşılaştırmalı Bir Araştırma, Selçuk Üniversitesi Sosyal Bilimler Dergisi, 20, 397-418.
14. FARRELL, Brain J, COBBIN, Deirdre M. ve FARRELL, Helen M. (2002), “Codes of Ethics: Their Evolution, Development and Other Controversies”, Journal of Management Development, 22(2), 152-163.
15. FRENCH, Warren, HASSLEIN, Christian ve VAN ES, Robert (2002), “Constructivist Negotiation Ethics”, Journal of Business Ethics,39, (½), 83.
16. HALPERN, Jennifer J. ve PARKS, Judi McLean (1996), “Vive la difference: Differences Between Males and Females in Process and Outcomes in a Low-conflict Negotiation”, International Journal of Conflict Management, 7, 1, 45-70.
17. HARWOOD, Tracy (2002), “Business Negotiations in The Context of Strategic Relationship Development”, Marketing Intelligence & Planning, 20(6), 336.
18. HOFSTEDE, Geert (1980), Culture’s Consequences: International Differences in Work Related Values, California: Sage Publication.
19. HITT, William D. (1990), Ethics and Leadership: Putting Theory into Practice. Columbus OH: Batelle Press.
20. KHUNTIA, Rooplekha ve SUAR, Damodar (2004), “A Scale to Assess Ethical Leadership of Indian Private and Public Sector Managers”, Journal of Business Ethics,49: 13–26, 2004.
21. KILAVUZ, Raci (2002), “Yönetsel Etik ve Halkın Yönetsel Etik Oluşumuna Etkileri” Cumhuriyet Üniversitesi Sosyal Bilimler Dergisi, Cilt: 26 No:2, 255-266.
22. LEWICKI, Roy J. (1983), “Lying and Deception: A Behavioral Model with Applications to Negotiations”, M.H. Bazerman ve R.J.Lewicki (der.), Negotiating in Organizations içinde, (68-90), Beverly Hilss,CA: Sage.
23. LEWICKI, Roy J. ve ROBINSON, Robert J. (1998), “Ethical and Unethical Bargaining Tactics: An Empirical Study”, Journal of Business Ethics, 17, 665-682,
24. LEWICKI, Roy J., SAUNDERS, David M. ve MINTON, John W. (2001), Essentials of Negotiation (2th ed.), Boston: McGraw Hill, Irwin.
25. LEWICKI, Roy J., BARY, Bruce ve SAUNDERS, David M. (2006), Negotiation: Readings, Exercices, Cases. (5th ed.), Boston: McGraw Hill, Irwin.
26. LIN, Xiaohua ve MILLER, Stephen J. (2003), “Negotiation Approaches: Direct and Indirect Effect of National Culture”, International Marketing Review, 20, 286-303.
27. MA, Zhenzhong (2007), “Conflict Management Styles as Indicators of Behavioral Pattern in Business Negotiation: The Impact of Contextualism in Two Countries”, International Journal of Conflict Management,3, 3, 260-279.
28. MINTU-WIMSATT, Alma ve CALANTONE, Roger J. (1996), "Exploring Factors that Affect Negotiators Problem-Solving Orientation", Journal of Business and Industrial Marketing, 11, 61-73.
29. MINTU-WIMSATT, Alma ve CALANTONE, Roger J. (2000), “Crossing The Border: Testing A Negotiation Model Among Canadian Exporters”, The Journal of Business & Industrial Marketing, 15(5), 340-353.
30. MOSTERD Igor, ve RUTTE, C.G. (2000), “Effects of Time Pressure and Accountability to Constituents on Negotiation”, International Journal of Conflict Management, 11, 3, 227- 247.
31. NELSON, Julianne (1994), “Business Ethics in a Competitive Market”, Journal of Business Ethics, 13(9), 663-666.
32. O'CONNOR, Kathleen M. ve CARNEVALE, Peter J. (1997), “A Nasty But Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue”, Personality & Social Psychology Bulletin, 23(5), 504-515.
33. PERRY, Gregory M. ve NIXON, Clair J. (2005), “The Influence of Role Models on Negotiation Ethics of College Students”, Journal of Business Ethics, 62, 25-40.
34. PERRY, Gregory M., DUFFY, Patricia A., NIXON, Clair J. ve ROBISON, Lindon J. (2005), “An Exploration of Factors Influencing Ethical and Unethical Behavior in Negotiations”, Journal of Agricultural and Applied Economics, 37,1, 1-20.
35. REITZ, H. Joseph, WALL, James A. ve LOVE, Mary S. (1998), “Ethics in Negotiation: Oil And Water or Good Lubrication?”, Business Horizons, May–June, 5–14.
36. RIVERS, Cherly ve LYTLE, Anne L. (2007), “Lying, Cheating Foreigners Negotiation Ethics across Cultures”, International Negotiation, 12(1), 1–28.
37. ROBINSON, Robert J., LEWICKI, Roy J. ve DONAHUE, Eileen M. (2000), “Extending and Testing a Five Factor Model of Ethical and Unethical Bargaining Tactics: Introducing the SINS Scale”, Journal of Organizational Behavior, 21, 649-664.
38. ROTH, Alvin E. ve MURNIGHAN, J. Keith (1982), “The Role of Information in Bargaining: An Experimental Study”, Econometrica, 50, 1123-1142.
39. SCHROTH, Holly A. (2008), “Helping You Is Helping Me: Improving Students’ Ethical Behaviors in a Negotiation by Appealing to Ethical Egoism and the Reputation Effect”, Negotiation and Conflict Management Research, 1(4), 389–407.
40. SCHWEITZER, Maurice E. ve CROSON, Rachel T.A. (1999), “Curtailing Deception: The Impact of Direct Questions on Lies and Omissions”, The International Journal of Conflict Management, 10, 225 - 248.
41. SCHWEITZER, Maurice. E., DECHURCH, Leslie. A. ve GIBSON, Donald. E. (2005), “Conflict Frames and The Use of Deception: Are Competitive Negotiators Less Ethical?” Journal of Applied Social Psychology, 35, 2123–2149.
42. ŞENCAN, Hüner (2005), Sosyal ve Davranışsal Ölçümlerde Güvenilirlik ve Geçerlilik. Ankara: Seçkin Yayıncılık,
43. STUHLMACHER, Alice F., GILLESPIE, Treena L. ve CHAMPAGNE, Matthew V. (1998), “The Impact of Time Pressure in Negotiation: A meta-analysis”, The International Journal of Conflict Management, 9, 97-116.
44. SVENSSON Göran, WOOD, Greg ve CALLAGHANN Michael (2004) “A Comparison Between Corporate and Public Sector Business Ethics in Sweden”, Business Ethics: A European Review, 13 (2/3), 166-184.
45. THOMSON, Leigh (2001), The Mind and Heart of the Negotiator, New Jersey: Prentice Hall, Inc.
46. TENBRUNSEL, Ann E. (1998), “Misrepresentation and Expectations of Misrepresentation in an Ethical Dilemma: The Role of Incentives and Temptation”, Academy of Management Journal, 41, 330-339.
47. TRIANDIS, Harry C., CARNEVALE, Peter, GELFAND, Michelle J. ve diğerleri (2001), “Culture and Deception in Negotiation: A Multilevel Analysis” International Journal of Cross- Cultural Management, 1, 73-90.
48. WALTERS, Amy E., STUHLMACHER, Alice F. ve MEYER, Lia L. (1998), “Gender and Negotiation Competitiveness: A meta-analysis”, Organizational Behavior and Human Decision Processes, 76, 1, 1-29.
49. WEEKS, William A., MOORE, Carlos W., MCKINNEY, Joseph A. ve LONGENECKER, Justin G. (1999), “The Effects of Gender and Career Stage on Ethical Judgment”, Journal of Business Ethics, 20, 301-313.
50. WITTMER, Dennis ve COURSEY, David (1996), “Ethical Work Climates: Comparing Top Managers in Public and Private Organizations”, Journal of Public Administration Research & Theory, 6: 559-572.
51. VOLKEMA, Roger J. (1997), “Perceptual Differences in Appropriateness and Likelihood of Use of Negotiation Behaviors: A Cross-Cultural Analysis”, The International Executive,.39 (3), 335-350.
52. VOLKEMA, Roger J. (1998), “A Comparison of Perceptions of Ethical Negotiation Behavior in Mexico and the United States”, The International Journal of Conflict Management, 9, 3, 218-233.
53. VOLKEMA, Roger J. ve FLEURY, Maria T.L. (2002), “Alternative Negotiating Conditions and The Choice of Negotiation Tactics: A Cross-Cultural Comparison”, Journal of Business Ethic, 36, 4, 381-398.
54. VOLKEMA, Roger J., FLECK, Denise ve HOFMEISTER-TOTH, Agnes (2004), “Ethicality in Negotiation: An Analysis of Attitudes, Intentions, and Outcomes”, International Negotiation, 9(2), 315-339.
55. VOLKEMA, Roger J. (2004), “Demographic, Cultural, And Economic Predictors of Perceived Ethicality of Negotiation Behavior: A Nine-Country Analysis”, Journal of Business Research, 57, 69-78.