Etik Dışı Müzakere Taktikleri ve Kültür: İki Ülke Karşılaştırması

Year 2018, , 100 - 108, 31.12.2018

Ünsal Sığrı

https://doi.org/10.25203/idd.463816

Cited By: 1

Abstract

 Amaç :Bu çalışma, “sahte davranma, aldatma, yalan söyleme” şeklindeki üç
tür “etik dışı müzakere taktiğini” ortak bir araştırma modeli altında toplamayı
ve bu etik dışı taktikler üzerinde
yatay ve dikey bireyciliğin - toplulukçuluğun kültürel etkilerini ortaya koymayı
amaçlamaktadır.

Tasarım/Yöntem:Bu çalışma Türkiye ve Bosna-Hersek’te farklı sektörlerde çalışan toplam 412
kişinin (Türkiye 170, Bosna-Hersek 242) 2013 yılında toplanan anket cevapları
kapsamında yapılmıştır.

Sonuçlar:Etik dışı müzakere taktiklerinin yaygın kullanılan
üçlü sınıflandırması –aldatma, sahte davranma, yalan söyleme- başlıkları
altında bu çalışmada teyit edilmiştir. Dikey bireyciliğin pozitif, yatay
toplulukçuluğun ise negatif yönde üç etik dışı müzakere taktiği ile ilişkisi
ortaya konmuştur. Çalışanların etik dışı taktikleri kullanmayı onaylama
düzeyleri Türkiye’deki çalışanların, Bosna-Hersek’teki çalışanlara göre
anlamlı düzeyde daha yüksek olarak bulunmuştur.

Özgün Değer:Literatürde, “etik dışı - katı müzakere taktikleri”
olarak adlandırılabilen, “etik olarak sorunlu-şüpheli görülebilen” müzakere
taktikleri ile ilgili farklı sınıflandırmaların ve bu taktiklerin etkileri konusunda farklı
görüşlerin yeni bir bağlamda incelenmesidir

Keywords

Müzakere, Kültür, Müzakere Taktikleri, Etik Dışı Müzakere Taktikleri

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