“Çalışanların Müzakere Etiği Algılamaları ve Müzakere Sürecindeki Davranışlarına Etkileri”

Yıl 2009, Cilt: 16 Sayı: 1, 1 - 22, 01.03.2009

Ahmet Erkuş

Öz

Anahtar Kelimeler

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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

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