An exploration of the negotiation outcomes processes and styles in the Turkish financial sector /

Official URL: http://risc01.sabanciuniv.edu/record=b1166604 (Table of Contents)

This research investigated the real-life business negotiations conducted in the Turkish financial sector by analyzing the negotiation outcomes, processes and styles. The interplay between these three constructs was also analyzed. The main research strategy used in this research is the interviews that generate data regarding the subject of the study. Content analysis was used as the main methodology to depict the process and outcomes of negotiations. The outcomes of the negotiations were studied on the basis of the “integrative and distributive” distinction by borrowing the methodology from Beriker and Pegg. Furthermore, the mechanisms employed by the parties to reach the integrative outcomes were analyzed on the basis of Pruitt’s classification of integrative outcomes. In analyzing the processes of negotiations, it is searched whether competitive or cooperative behavior characterizes the process. Bargaining Process Analysis was applied to analyze the process of negotiations. Styles of the interviewees were also assessed by Thomas Kilman Conflict Mode Instrument. The findings showed that the way exchanges are made between and within the issues in real world business negotiations may be more complicated than what has been described than Pruitt. In most cases, parties used integrative mechanisms in a novel way to reach an outcome. In some cases more than one integrative mechanism was used in a single issue. The findings also suggested that in all of the cases while there was a great consistency between the process and style, the nature of the outcomes were inconsistent with the elements of style and process.