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Çalışanların Müzakere Etiği Algılamaları ve Müzakere Sürecindeki Davranışlarına Etkileri

Employee's Perceptions of Negotiation Ethics and The Effects on Their Behaviors During Negotiation

Journal Name:

  • Celal Bayar Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi

Publication Year:

  • 2009

Key Words:

Keywords (Original Language):

Author NameFaculty of Author
Abstract (2. Language): 
One of the factors affecting negotiation is ethics. In this study, first, employees' level of perception of ethics in negotiation and secondly, the effect of their level of perception on their initial offer at the beginning of negotiation process, their behaviors during this process and their inclination to agree at the end of the process are examined. 336 employees working in public and private sectors in Ankara constitute the sample of the study. Hierarchical regression analysis has been applied in order to examine the effect of employees' perception of negotiation ethics on their behavior in the negotiation process. According to the findings, the participants found the behaviors weakening the opponents more acceptable whereas behaviors giving opponents false information are less acceptable. In addition, participants less inclined for unethical behaviors behaved more rationally and tend to be more loyal to the conditions of negotiation. The participants with high tendency to behave unethically tend to display more emotional behaviors and avoid confronting problems directly.
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Abstract (Original Language): 
Müzakere sürecini etkileyen faktörlerden birisi de etiktir. Bu kapsamda çalışmada öncelikle çalışanların müzakere etiği algılama düzeyleri incelenmekte, ikinci aşamada ise algılama düzeylerinin müzakere başlangıcındaki ilk tekliflerine, süreç içerisindeki davranışlarına ve müzakere sonucundaki anlaşma eğilimlerine olan etkileri araştırılmaktadır. Araştırmanın örneklemini Ankara'da kamu ve özel sektörde iş yaşamlarına devam eden 336 çalışan oluşturmaktadır. Çalışanların müzakere etiği algılamalarının müzakere sürecindeki davranışlarına etkilerini incelemek amacıyla hiyerarşik regresyon analizi uygulanmıştır. Araştırma sonuçlarına göre katılımcıların karşı tarafı zayıflatma davranışlarını daha fazla kabul edilebilir olarak algıladıkları, karşı tarafı yanlış bilgilendirme davranışlarını ise daha az benimsedikleri tespit edilmiştir. Ayrıca, etik dışı davranışlara eğilimleri düşük olan katılımcıların müzakerelerde daha rasyonel hareket ettikleri, anlaşma şartlarına bağlı kalma eğilimlerinin de yüksek oldukları belirlenmiştir. Etik dışı davranma eğilimleri yüksek olan katılımcılar ise, müzakere sürecinde daha duygusal davranmakta ve sorunlarla doğrudan yüzleşmekten kaçınmaktadırlar.
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