期刊名称：Selcuk Universitesi Sosyal Bilimler Enstitusu Dergisi
印刷版ISSN：1302-1796
出版年度：2008
期号：20
页码：397-418
出版社：Selcuk University
摘要：In today’s global business environment, having negotiation skills at both personal andorganizational levels is deemed essential. In this context, the first part of this study will draw a generalframe of the theory and process of negotiation. Taking into consideration specifically the inadequacy ofstudies concerning the negotiation process, in the second part of the study an empirical research wascarried out to find perceptions and ideas of people in Turkish business sector. Participants of theresearch are 346 people working in public and private sector organizations in Ankara. In view of thefindings of the research, the researcher has aimed to describe the perceptions and ideas of participantsregarding the negotiation process. Besides, differences between ideas and perceptions of participantsbased on such demographic factors as gender, age, sector and work experience have been searched. Asa result of the research, it has been found out that participants define the negotiation process as acooperative process; they think status and experience of the negotiator are important and specifically aneffective negotiator must have communication skills.
关键词：Negotiation ; Conflict ; Compromise ; Communication
