İş Yaşamında Müzakereler: Kamu ve Özel Sektör Çalışanlarıyla İlgili Karşılaştırmalı Bir Araştırma

Günümüz küresel iş yaşamında hem bireysel, hem de kurumsal düzeyde müzakere yeteneklerine sahip olmak gerekli olarak kabul edilmektedir. Bu kapsamda, çalışmanın ilk aşamasında müzakere kavramına ve sürecine ilişkin genel bir teorik çerçeve çizilmiştir. İkinci aşamada ise, özellikle müzakere ile ilgili araştırmaların yetersizliği dikkate alınarak, ülkemiz iş yaşamındaki bireylerin algılamaları ve düşüncelerini belirlemek amacıyla görgül bir araştırma yapılmıştır. Araştırmaya Ankara ilinde kamu ve özel sektörde çalışan toplam 346 kişi katılmıştır. Araştırma sonucunda elde edilen veriler ışığında katılımcıların müzakere kavramına ve sürecine ilişkin algılamaları ve düşünceleri açıklanmaya çalışılmıştır. Ayrıca cinsiyet, çalıştığı sektör, iş deneyimi ve yaş gibi demografik özellikler açısından müzakere sürecinin algılanmasına ilişkin farklılıklar da incelenmiştir. Araştırma sonucunda katılımcıların; müzakere sürecinin işbirlikçi bir süreç olarak tanımladıkları, müzakerecinin statüsü ve tecrübesinin önemli olduğunu ve özellikle etkili bir müzakerecinin iletişim yeteneklerine sahip olması gerektiğini düşündükleri tespit edilmiştir.

In today’s global business environment, having negotiation skills at both personal and organizational levels is deemed essential. In this context, the first part of this study will draw a general frame of the theory and process of negotiation. Taking into consideration specifically the inadequacy of studies concerning the negotiation process, in the second part of the study an empirical research was carried out to find perceptions and ideas of people in Turkish business sector. Participants of the research are 346 people working in public and private sector organizations in Ankara. In view of the findings of the research, the researcher has aimed to describe the perceptions and ideas of participants regarding the negotiation process. Besides, differences between ideas and perceptions of participants based on such demographic factors as gender, age, sector and work experience have been searched. As a result of the research, it has been found out that participants define the negotiation process as a cooperative process; they think status and experience of the negotiator are important and specifically an effective negotiator must have communication skills.

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