Uluslararası Müzakereler ve Müzakere Gücü

Uluslararası ilişkiler bir manada müzakereler yoluyla yürütülür. Uluslararası başarılısiyasi ya da ekonomik ilişkiler, çoğunlukla başarılı müzakerelerin neticesidir. Uluslararasımüzakere, devletler kadar uluslararası faaliyet yürüten şirketlerin de sahip olmasıgereken en temel yetkinlik alanlarından birisi halini almıştır. Bu makale, esas itibarıylauluslararası müzakere becerisinin, bir uluslararası ilişkiler yetkinliği olduğuna vurguyapmaktadır. Bu durumun en belirgin göstergesi de devletler bünyesinde baş müzakereciismiyle resmi bir unvanının ihdas edilmesi olmuştur. Uluslararası faaliyet icra eden şirketlerdede müzakere işlerini yürütmekle görevli ayrı birimler kurulduğu görülmüştür.Makale, belirtilen gelişmelerin işaret ettiği üzere uluslararası müzakerelerin artan önemidoğrultusunda uluslararası müzakerecilikte başarıyı belirleyen bir unsur olarak müzakeregücü kavramına ayrıca dikkat çekmektedir. Bu vurgu dâhilinde makalede uluslararasımüzakerelerde müzakere gücünü oluşturan unsurların bir anlatımı sunulmaktadır.

Anahtar Kelimeler:

Uluslararası müzakere, müzakere gücü, uluslararası ilişkiler yetkinliği, müzakere kültürü, müzakere davranışı, müzakere sonrası değerlendirme

International Negotiations and Negotiating Power

International relations are in a sense conducted through negotiations. Internationalsuccessful political and economic relations are generally outcomes of successful negotiations.International negotiations have become a fundamental competency which statesand companies running international business must possess. This article stresses thatinternational negotiation skill is also an international relations skill. The most definiteindication of this fact has become the introduction of the official title chief negotiator instate organizations. It has also been shown that companies running international businesshave also established separate departments for conducting negotiations. In line with thegrowing importance of international negotiations, this article draws attention to the conceptof negotiating power as a factor determining the success in international negotiations.In the framework of this conception, this article offers a presentation of the elementsshaping the negotiating power in international negotiations.

Keywords:

International negotiations, negotiating power, competency for international relations, negotiating culture, negotiating behaviour, post-negotiation evaluation,

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