ÇALIŞANLARIN KİŞİLİK ÖZELLİKLERİ İLE MÜZAKERECİLİK YETENEKLERİ ARASINDAKİ İLİŞKİNİN ANALİZİ: SİGORTACILIK VE LOJİSTİK SEKTÖRLERİNDE BİR ARAŞTIRMA
Keywords (Original Language):
|Author Name||University of Author||Faculty of Author|
SCHMITT, D. P., ALLIK, J., MCCREA, R. R ve BENET-MARTINEZ, V. (2007), The Geographic Distribution of Big Five Personality Traits: Patterns and Profiles of Human Self-Description Across 56 Nations. Journal of Cross-Cultural Psychology, Vol 38 No. 2, 173-212.
COSTA, P. T. ve MCCRAE, R R. (1992), NEO PI-R. Professional Manual. Odessa, FL: Psychological Assessment Resources, Inc.
KARNAS, C. L. (1974), Give & Take. Thomas Y. Crowell Publishers, New York: USA.
MA, Z. ve JAEGER, A. (2005), Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles. Group Decision & Negotiation, Vol. 14, Issue 5, 415-437.
MORRIS, M W., LARRICK, R. P. ve SU, S. K. (1999), Misperceiving Negotiation Counterparts: When Situationally Determined Bargaining Behaviors are Attributed to Personality Traits. Journal of Personality & Social Psychology, Vol. 77, Issue 1, 52-67.
MINTU-WIMSATT, A. ve LOZADA, H. R. (1999), Personality and Negotiation Revisited. Psychological Reports, Vol. 84 Issue 3, 1159-1161.
KYLHEKU, L.M. ve BUSS D.M. (1996), Tactics as Units of Analysis In Personality Psychology: An Illustration Using Tactics of Hierarchy Negotiation. Personality and Individual Differences, Vol: 21, Issue: 4, 497-517.
KYLE-HEKU, L. M. ve BUSS, D. M. (1999), Tactics as Units of Analysis in
Personality Psychology: An Illustration Using Tactics of Hierarchy Negotiation. Personality and Individual Differences, Vol: 21, Issue: 4, 497-517.
BARTOS, O. J. (1989), Personality in Negotiation - A Sociological
Approach. International Journal o f Small Group Research, Vol: 5 Issue: 2, 163¬187.
GRIFFITH, C. E. (1991), Personality and Gender As Facto rs In Interpersonal Negotiation. Journal of Social Behavior and Personality, Vol: 6, Issue: 4, 915-928.
JONES, M. ve WORCHEL, S. (1992), Representatives in Negotiations:
Internal Variables That Affect External Negotiations. Basic and Applied Social Psychology Volume: 13, Issue: 3 Pages: 323-336.
Year:3 Number:5, Summer2010 ISSN 1307-9832
Uluslararası İktisadi ve İdari İncelemeler Dergisi
FLAHERTY, J. F. (1980), Role of Sex and Personality in the Pre-Negotiation Stage of Coalition-Formation. Journal of Research in Personality, Vol: 14, Issue: 1, 49-59.
STEELE, P. T. ve BEASOR, T. (1999), Business Negotiation: A Practical Workbook. GB: Gower Publishing Limited, s.20.
SELENGİL, T. S. (2004), Motivasyon Yönelimleri ve Rol Uyumsuzluğu Değişenlerinin Kişilik ile İş Performansı Arasındaki İlişki Üzerindeki Etkileri. Yayınlanmamış Doktora Tezi, Marmara Üniversitesi, İstanbul.
HOUGH, L.M. ve ONES, D.S. (2001), The Structure, Measurement, Validity And Use Of Personality Variables in Industrial Work and Organizational Psychology. N. Anderson, D.S. Ones, H.K. Sinangil ve C. Viswesvaran, (Ed.), Handbook of Industrial Work and Organizational Psychology, London, SAGE Publication, Vol 1, 233-277.
SOMER, O. ve GOLDBERG, L.R. (1999), The Structure of Turkish Trait Descriptive Adjective. Journal of Personality and Social Psychology, 76(3), 421¬450.
, LAJUNEN, T., ve ÖZKAN, T. (2005), Big Five Personality Traits As the Distal Predictors of Road Accident Involvement. G. Underwood (Ed.), Traffi c and Transport Psychology, Ch. 18, Elsevier Ltd.
BARRICK, M R ve MOUNT, M. K. (1991), The Big Five Personality Dimensions and Job Performance: A meta-Analysis. Personnel Psychology, 44, 1¬26.
SCHMIDT, F. L. ve HUNTER, J. E. (1992), Development of a Causal Model of Pro cesses Determining Job Performance. Current Directions in Psychological
Science, 1, 89-92.
SALGADO, J. F. (1998), Big Five Personality Dimensions and Job Performance In Army and Civil Occupations: A European Perspective. Human
Performance, 11, 271-288.
VISWESVARAN, C. ve ONES, D. S. (2000), Perspectives on models of job performance. International Journal of Selection and Assessment, 8, 216-226.