MÜZAKERE SÜRECİNE BAKIŞ: TÜRK YÖNETİCİLERİYLE NİTEL BİR ÇALIŞMA

Bu çalışmanın amacı, yöneticilerin müzakere sürecinin çeşitli aşamalarına nasıl yaklaştıklarını tespit etmektir. Nitel bir yöntemle yürütülen bu çalışmada derinlemesine yüz yüze görüşme yöntemi kullanılarak yerli ve yabancı şirketlerle sıklıkla müzakere süreci içerisinde yer alan 24 yöneticinin müzakere sürecinde kullandıkları teknikler incelenmiştir. Standart bir formatta yürütülebilmesi için bir soru formu hazırlanmış ve bu formdaki sorulara verilen cevaplar, temalar halinde gruplanarak araştırma bulgularını oluşturmuştur. Araştırmada ortaya konan bulgular; müzakereye hazırlık, müzakerenin yürütülmesi ve müzakerenin sonuçlandırılması aşaması başlıkları altında toplanmıştır. Müzakerelere aktif olarak katılan yöneticilerin görüşlerine dayanan bu çalışmayla müzakere sürecine ışık tutmaya çalıştık.

Anahtar Kelimeler:

Müzakere Süreci, Hazırlık, Taktikler

A GLANCE AT THE NEGOTIATION PROCESS: QUALITATIVE STUDY WITH TURKISH MANAGERS

The aim of this study is to find out how managers approach to different stages of the negotiation process. Using qualitative techniques, 24 managers who conduct negotiations with domestic and foreign companies were in-depth interviewed. The study was implemented with convenience sampling. To ensure standardization, a questionnaire was prepared and the data based on the responses were thematically grouped and explored in such categories as preparation, conduct, and final stage of the negotiation process. In this study, we aimed to enlighten the negotiation process, based on the views of the managers who actively took place in negotiations

Keywords:

Negotiation Process, Preparation, Tactics,

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