A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers

Basit Öğe Kaydı
dc.contributor.authorDemiral, Ozge
dc.date.accessioned2024-11-07T13:24:20Z
dc.date.available2024-11-07T13:24:20Z
dc.date.issued2018
dc.departmentNiğde Ömer Halisdemir Üniversitesi
dc.description.abstractIt is a well-proven evidence that national cultures of international business managers affect their negotiation styles. There are also cross-national studies suggesting that Turkish and American cultures have unique characteristics and differ in many ways. Combining these two premises, this research compares the key negotiation tendencies of 108 Turkish and American managers who have been somewhat involved in business negotiations on behalf of their organizations. Data was obtained through quantitative ranking style questionnaires and interviews administrated in the California State of America and major cities in Turkey. In the qualitative part, utilizing the mutual assessments of experienced Turkish negotiators on American negotiation styles and vice versa, the study gives insights into the debate on the determinants of cross-cultural business negotiations in the case of these two distinct cultures. Results from the independent-samples t-test which compared the means of quantitative scores reveal that although the negotiation styles of Turkish and American managers working for fully-domestic businesses differ significantly, both American and Turkish managers of multinational businesses tend to use similar negotiation styles. Coherently, some qualitative assessments were also found supporting the convergence trajectory towards culture-independent 'common' principles in international business and cooperation negotiations.
dc.identifier.doi10.21121/eab.2018237355
dc.identifier.endpage288
dc.identifier.issn1303-099X
dc.identifier.issue2
dc.identifier.startpage273
dc.identifier.trdizinid293343
dc.identifier.urihttps://doi.org/10.21121/eab.2018237355
dc.identifier.urihttps://search.trdizin.gov.tr/tr/yayin/detay/293343
dc.identifier.urihttps://hdl.handle.net/11480/14055
dc.identifier.volume18
dc.identifier.wosWOS:000440971700008
dc.identifier.wosqualityN/A
dc.indekslendigikaynakWeb of Science
dc.indekslendigikaynakTR-Dizin
dc.language.isoen
dc.publisherEge Univ, Fac Economics & Admin Sciences
dc.relation.ispartofEge Academic Review
dc.relation.publicationcategoryMakale - Uluslararası Hakemli Dergi - Kurum Öğretim Elemanı
dc.rightsinfo:eu-repo/semantics/closedAccess
dc.snmzKA_20241106
dc.subjectCulture
dc.subjectnegotiation
dc.subjectnegotiation style
dc.subjectnegotiation tendencies
dc.subjectTurkish managers
dc.subjectAmerican managers
dc.titleA Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers
dc.typeArticle

Dosyalar

Koleksiyon

WoS İndeksli Yayınlar Koleksiyonu
TR-Dizin İndeksli Yayınlar Koleksiyonu