Research Article
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Conflict and Negotiation in Turkish Culture

Year 2019, Volume: 48 Issue: 1, 305 - 335, 21.04.2019

Nihal Mamatoğlu Hande Tasa

Abstract

In this study, cultural comparison topics that
emerged in the field of conflict and negotiation literature were handled as a
whole, with the aim of to define the conflict and negotiation processes in
Turkish culture. Research sample consists of 71 females and 91 males totally 162
adult employees. The research was structured with 47 open ended questions using
face to face interview technique. The obtained data were analyzed using
appropriate qualitative and quantitative methods. At the end of the study
findings about definition of conflict and negotiation, aims of
negotiation,  ideal  negotiator, risk taking and bluffing,
protocol used in negotiation, communication styles in negotiation, time
management, benefit orientation, strategies used in conflict and negotiation
are discussed in the light of relevant cultural literature. This study is supported by TUBİTAK 1001 project no:
113K548 named Conflict and Negotiation in Turkish Culture.

Keywords

Conflict negotiation culture

References

  • Adair, W. L., Brett, J. M., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., Lytl, A. (2004). Culture and Negotiation Strategy, Negotiation Journal, 20(1), 87–111.
  • Alon, I., & Brett, J. M. (2007). Perceptions of time and their impact on negotiations in the Arabic‐speaking Islamic world. Negotiation Journal, 23(1), 55-73.
  • Axtell, R. E. (1990). The do's and Taboos of Hosting International Visitors. New York: Wiley.
  • Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual review of psychology, 51(1), 279-314.
  • Braganti, N.L., Devine, E. (1992). European Customs and Manners. New York: Meadowbrook.
  • Chai, S. K. (1998). Endogenous ideology formation and economic policy in former colonies. Economic Development and Cultural Change, 46(2), 263-290.
  • Cushman, D.P., King, S.S. (1985). National and organizational cultures in conflict resolution: Japan, The United States, and Yugoslavia, Gudykunst W. G. (Ed.), Stewart L. P. (Ed.), Ting-Toomey S. (Ed.). Communication, Culture, and Organizational Processes. içinde: Beverly Hills, CA: Sage Publications.
  • Dialdin, D., Kopelman, S., Adair, W., Brett, J. M., Okumura, T., Lytle, A. (1999). The Distributive Outcomes of Cross-Cultural Negotiations, DRRC Working Paper. Evanston, IL: Northwestern University.
  • Elahee, M. N., Kirby, S. L., & Nasif, E. (2002). National culture, trust, and perceptions about ethical behavior in intra‐and cross‐cultural negotiations: An analysis of NAFTA countries. Thunderbird International Business Review, 44(6), 799-818.
  • Elahee, M., & Brooks, C. M. (2004). Trust and negotiation tactics: perceptions about business-to-business negotiations in Mexico. Journal of Business & Industrial Marketing, 19(6), 397-404.
  • Foster, D. A. (1992). Bargaining Acrossborders: How to Negotiate Business Successfully Anywhere in the World. New York: McGraw-Hill.
  • Gelfand, M. J., & Christakopoulou, S. (1999). Culture and negotiator cognition: Judgment accuracy and negotiation processes in individualistic and collectivistic cultures. Organizational Behavior and Human Decision Processes, 79(3), 248-269.
  • Gelfand, M. J., & Realo, A. (1999). Individualism-collectivism and accountability in intergroup negotiations. Journal of Applied Psychology, 84(5), 721-736.
  • Glaser, B., Strauss, A. (1967). The Discovery of Grounded Theory. London, Weidenfield & Nicolson
  • Gohm, C. L., Oishi, S., Darlington, J., & Diener, E. (1998). Culture, parental conflict, parental marital status, and the subjective well-being of young adults. Journal of Marriage and the Family, 319-334.
  • Göregenli, M. (1997). Individualist-collectivist tendencies in a Turkish sample. Journal of Cross-Cultural Psychology, 28(6), 787-794.
  • Graham, J. L. (1983). Brazilian, Japanese, and American business negotiations. Journal of International Business Studies, 14(1), 47-61.
  • Gudykunst, W. B., & Matsumoto, Y. (1996). Cross-cultural variability of communication in personal relationships. Communication in personal relationships across cultures, 19-56.
  • Hofstede, G.H. (1968). The Game of Budget Control. London: Tavistock.
  • Hofstede, G. (1972). The colors of collars, Columbia Journal of World Business, 7 (5), 72-80.
  • Hofstede, G. (2001). Culture’s Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations (2. Baskı). Thousand Oaks CA: Sage.
  • Imamoglu, E. O., Küller, R., Imamoglu, V., & Küller, M. (1993). The social psychological worlds of Swedes and Turks in and around retirement. Journal of Cross-Cultural Psychology, 24(1), 26-41.
  • Karip, E. (2000). Çatışma Yönetimi, Ankara: Pegem Yayıncılık.
  • Kasapoğlu, A. (2008). Sosyal Hayat ve Çatışma, Ankara: Phoenix Yayınevi.
  • Kim, M.S., Kitani, K. (1998). Conflict management styles of Asian- and Caucasian-Americans in romantic relationships in Hawaii, Journal of Asian Pacific Communication, 8(1), 51–68.
  • Kozan, M. K. (1989). Cultural influences on styles of handling interpersonal conflicts: Comparisons among Jordanian, Turkish, and US managers. Human Relations, 42(9), 787-799.
  • Kozan, M. K., & Ergin, C. (1999). The influence of intra-cultural value differences on conflict management practices. International Journal of conflict management, 10(3), 249-267.
  • Kluckhohn, F. R. ve Strodtbeck, F. L. (1973). Variations in Value Orientations. Evanson, IL: Row Peterson.
  • Kumar, R. (2004). Culture and emotions in ıntercultural negotiations: an overview, Gelfand M.J. (Ed.), Brett J.M. (Ed.). Handbook of Culture and Negotiation İçinde. Stanford, CA: Stanford University Press.
  • Lee Agee, M., & Kabasakal, H. E. (1993). Exploring conflict resolution styles: A study of Turkish and American university business students. International Journal of Social Economics, 20(9), 3-14.
  • Lewicki, R.J., Robinson, R.J. (1998). A factor analysis study of ethical and unethical bargaining tactics, Journal of Business Ethics, 18, 211-228.
  • Lewicki, R.J., Barry, B., Saunders, D.M. (2010). Negotiation (6. Baskı). New York: Mc Graw-Hill/Irwin.
  • Lewicki, R. J., Saunders, D. M., Barry, B. (2011). Essentials of Negotiation (5. Baskı). Boston, MA: McGraw-Hill.
  • Lituchy, T. R. (1997). Negotiations between Japanese and Americans: The effects of collectivism on integrative outcomes. Canadian Journal of Administrative Sciences/Revue Canadienne des Sciences de l'Administration, 14(4), 386-395.
  • Ma, Z., & Jaeger, A. (2005). Getting to yes in China: Exploring personality effects in Chinese negotiation styles. Group Decision and Negotiation, 14(5), 415-437.
  • Ma, Z. (2006). Negotiating into China: the impact of individual perception on Chinese negotiation styles. International Journal of Emerging Markets, 1(1), 64-83.
  • Metcalf, L. E., Bird, A., Shankarmahesh, M., Aycan, Z., Larimo, J., & Valdelamar, D. D. (2006). Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States. Journal of World Business, 41(4), 382-394.
  • Metcalf, L., Bird, A., & Dewar, D. (2008). Mexico and the United States: Common border, common negotiating orientations. Thunderbird International Business Review, 50(1), 25-43.
  • Metcalf, S. (2008). Modeling boundaries of concern among conflicting stakeholders. Leadership and Management in Engineering, 8(4), 255-262.
  • Moore, D., McCabe, G. (1998). Introduction to the Practice of Statistics (3. Baskı). Editör: Freeman W. H.
  • Munter, M. (1993). Cross-cultural communication for managers. Business Horizons, 36(3), 69-79.
  • Özel, E,. (2008). “Farklı Kültürlerden Yöneticilerin Müzakere Tarzlarının Karşılaştırılması (Türk ve Amerikan Yöneticilerinin Karşılaştırılması)” (Yayınlanmamış Yüksek Lisans Tezi). Marmara Üniversitesi Sosyal Bilimler Enstitüsü, Ankara.
  • Öztürk, A. (2007). Siyasi Kültür Bağlamında Türkiye’de Devlet-Sivil Toplum İlişkisi: Sendikacılık Örneği. Bilgi Sosyal Bilimler Dergisi, (1), 1-35.
  • Patton, M. Q. (1987). How to Use Qualitative Methods in Evaluation. Newsbury Park, London, New Dehli:Sage Publication.
  • Pearson, V. M., & Stephan, W. G. (1998). Preferences for styles of negotiation: A comparison of Brazil and the US. International Journal of Intercultural Relations, 22(1), 67-83.
  • Rubin, J. Z., & Sander, F. E. (1991). Culture, Negotiation, and the Eye of the Beholder. Negotiation Journal, 7(3), 249-254.
  • Salacuse, J. W. (1998). Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3), 221-240.
  • Tezer, E. (1999). The functionality of conflict behaviors and the popularity of those who engage in them. Adolescence, 34(134), 409.
  • Ting-Toomey, S. (1998). Intercultural conflict styles: a face negotiation theory, Kim Y. Y (Ed.) & Gudykunst W. B (Ed.) Theories in Intercultural Communication içinde. Newbury Park, CA: Sage Publications.
  • Uysal, D. (2002). “Örgütlerde Kişilerarası Adil Davranış Algısı ile Çatışma İletişim Tarzı Arasındaki İlişki” (Yayınlanmamış Yüksek Lisans Tezi), Hacettepe Üniversitesi, Ankara.
  • Volkema, R. J., & Fleury, M. T. L. (2002). Alternative negotiating conditions and the choice of negotiation tactics: A cross-cultural comparison. Journal of Business Ethics, 36(4), 381-398.
  • Wang, G., Jing, R., & Klossek, A. (2007). Antecedents and management of conflict: Resolution styles of Chinese top managers in multiple rounds of cognitive and affective conflict. International Journal of Conflict Management, 18(1), 74-97.
  • Yook, E. L., & Albert, R. D. (1998). Perceptions of the appropriateness of negotiation in educational settings: A cross‐cultural comparison among Koreans and Americans. Communication Education, 47(1), 18-29.
  • Zhu, Y., McKenna, B., & Sun, Z. (2007). Negotiating with Chinese: success of initial meetings is the key. Cross Cultural Management: An International Journal, 14(4), 354-364.

Türk Kültüründe Çatışma ve Müzakere

Year 2019, Volume: 48 Issue: 1, 305 - 335, 21.04.2019

Nihal Mamatoğlu Hande Tasa

Abstract

Bu çalışmada, çatışma ve müzakere alan yazınında
ortaya çıkan kültürel karşılaştırma başlıkları bir bütün olarak ele alınmış;
çalışan örneklemi üzerinden Türk kültürüne özgü çatışma ve müzakere
süreçlerinin tanımlanması amaçlanmıştır. Araştırma örneklemini 71’i kadın ve
91’i erkek olmak üzere 162 yetişkin çalışan oluşturmaktadır. Yüz yüze görüşme
tekniği kullanılarak 47 açık uçlu soru yardımıyla toplanan veriler uygun nitel
ve nicel yöntemler yardımıyla analiz edilmiştir. Araştırma sonunda, Türk
kültüründe çatışma ve müzakerenin nasıl tanımlandığı, hedefleri, ideal
müzakereci tanımı, risk ve blöf kullanımına yaklaşım, uygulanan protokol,  kullanılan iletişimin tarzı, zaman yönetimi,
çıkar yönelimi, duyguların ifadesi, kullanılan stratejiler konularında elde
edilen bulgular ilgili alan yazın ışığında tartışılmıştır. Bu çalışma TÜBİTAK 1001 Projesi olarak desteklenen
113K548 numaralı Türk Kültüründe Çatışma ve Müzakere başlıklı araştırma projesi
verisinden üretilmiştir.

Keywords

Çatışma müzakere kültür

References

  • Adair, W. L., Brett, J. M., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., Lytl, A. (2004). Culture and Negotiation Strategy, Negotiation Journal, 20(1), 87–111.
  • Alon, I., & Brett, J. M. (2007). Perceptions of time and their impact on negotiations in the Arabic‐speaking Islamic world. Negotiation Journal, 23(1), 55-73.
  • Axtell, R. E. (1990). The do's and Taboos of Hosting International Visitors. New York: Wiley.
  • Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual review of psychology, 51(1), 279-314.
  • Braganti, N.L., Devine, E. (1992). European Customs and Manners. New York: Meadowbrook.
  • Chai, S. K. (1998). Endogenous ideology formation and economic policy in former colonies. Economic Development and Cultural Change, 46(2), 263-290.
  • Cushman, D.P., King, S.S. (1985). National and organizational cultures in conflict resolution: Japan, The United States, and Yugoslavia, Gudykunst W. G. (Ed.), Stewart L. P. (Ed.), Ting-Toomey S. (Ed.). Communication, Culture, and Organizational Processes. içinde: Beverly Hills, CA: Sage Publications.
  • Dialdin, D., Kopelman, S., Adair, W., Brett, J. M., Okumura, T., Lytle, A. (1999). The Distributive Outcomes of Cross-Cultural Negotiations, DRRC Working Paper. Evanston, IL: Northwestern University.
  • Elahee, M. N., Kirby, S. L., & Nasif, E. (2002). National culture, trust, and perceptions about ethical behavior in intra‐and cross‐cultural negotiations: An analysis of NAFTA countries. Thunderbird International Business Review, 44(6), 799-818.
  • Elahee, M., & Brooks, C. M. (2004). Trust and negotiation tactics: perceptions about business-to-business negotiations in Mexico. Journal of Business & Industrial Marketing, 19(6), 397-404.
  • Foster, D. A. (1992). Bargaining Acrossborders: How to Negotiate Business Successfully Anywhere in the World. New York: McGraw-Hill.
  • Gelfand, M. J., & Christakopoulou, S. (1999). Culture and negotiator cognition: Judgment accuracy and negotiation processes in individualistic and collectivistic cultures. Organizational Behavior and Human Decision Processes, 79(3), 248-269.
  • Gelfand, M. J., & Realo, A. (1999). Individualism-collectivism and accountability in intergroup negotiations. Journal of Applied Psychology, 84(5), 721-736.
  • Glaser, B., Strauss, A. (1967). The Discovery of Grounded Theory. London, Weidenfield & Nicolson
  • Gohm, C. L., Oishi, S., Darlington, J., & Diener, E. (1998). Culture, parental conflict, parental marital status, and the subjective well-being of young adults. Journal of Marriage and the Family, 319-334.
  • Göregenli, M. (1997). Individualist-collectivist tendencies in a Turkish sample. Journal of Cross-Cultural Psychology, 28(6), 787-794.
  • Graham, J. L. (1983). Brazilian, Japanese, and American business negotiations. Journal of International Business Studies, 14(1), 47-61.
  • Gudykunst, W. B., & Matsumoto, Y. (1996). Cross-cultural variability of communication in personal relationships. Communication in personal relationships across cultures, 19-56.
  • Hofstede, G.H. (1968). The Game of Budget Control. London: Tavistock.
  • Hofstede, G. (1972). The colors of collars, Columbia Journal of World Business, 7 (5), 72-80.
  • Hofstede, G. (2001). Culture’s Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations (2. Baskı). Thousand Oaks CA: Sage.
  • Imamoglu, E. O., Küller, R., Imamoglu, V., & Küller, M. (1993). The social psychological worlds of Swedes and Turks in and around retirement. Journal of Cross-Cultural Psychology, 24(1), 26-41.
  • Karip, E. (2000). Çatışma Yönetimi, Ankara: Pegem Yayıncılık.
  • Kasapoğlu, A. (2008). Sosyal Hayat ve Çatışma, Ankara: Phoenix Yayınevi.
  • Kim, M.S., Kitani, K. (1998). Conflict management styles of Asian- and Caucasian-Americans in romantic relationships in Hawaii, Journal of Asian Pacific Communication, 8(1), 51–68.
  • Kozan, M. K. (1989). Cultural influences on styles of handling interpersonal conflicts: Comparisons among Jordanian, Turkish, and US managers. Human Relations, 42(9), 787-799.
  • Kozan, M. K., & Ergin, C. (1999). The influence of intra-cultural value differences on conflict management practices. International Journal of conflict management, 10(3), 249-267.
  • Kluckhohn, F. R. ve Strodtbeck, F. L. (1973). Variations in Value Orientations. Evanson, IL: Row Peterson.
  • Kumar, R. (2004). Culture and emotions in ıntercultural negotiations: an overview, Gelfand M.J. (Ed.), Brett J.M. (Ed.). Handbook of Culture and Negotiation İçinde. Stanford, CA: Stanford University Press.
  • Lee Agee, M., & Kabasakal, H. E. (1993). Exploring conflict resolution styles: A study of Turkish and American university business students. International Journal of Social Economics, 20(9), 3-14.
  • Lewicki, R.J., Robinson, R.J. (1998). A factor analysis study of ethical and unethical bargaining tactics, Journal of Business Ethics, 18, 211-228.
  • Lewicki, R.J., Barry, B., Saunders, D.M. (2010). Negotiation (6. Baskı). New York: Mc Graw-Hill/Irwin.
  • Lewicki, R. J., Saunders, D. M., Barry, B. (2011). Essentials of Negotiation (5. Baskı). Boston, MA: McGraw-Hill.
  • Lituchy, T. R. (1997). Negotiations between Japanese and Americans: The effects of collectivism on integrative outcomes. Canadian Journal of Administrative Sciences/Revue Canadienne des Sciences de l'Administration, 14(4), 386-395.
  • Ma, Z., & Jaeger, A. (2005). Getting to yes in China: Exploring personality effects in Chinese negotiation styles. Group Decision and Negotiation, 14(5), 415-437.
  • Ma, Z. (2006). Negotiating into China: the impact of individual perception on Chinese negotiation styles. International Journal of Emerging Markets, 1(1), 64-83.
  • Metcalf, L. E., Bird, A., Shankarmahesh, M., Aycan, Z., Larimo, J., & Valdelamar, D. D. (2006). Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States. Journal of World Business, 41(4), 382-394.
  • Metcalf, L., Bird, A., & Dewar, D. (2008). Mexico and the United States: Common border, common negotiating orientations. Thunderbird International Business Review, 50(1), 25-43.
  • Metcalf, S. (2008). Modeling boundaries of concern among conflicting stakeholders. Leadership and Management in Engineering, 8(4), 255-262.
  • Moore, D., McCabe, G. (1998). Introduction to the Practice of Statistics (3. Baskı). Editör: Freeman W. H.
  • Munter, M. (1993). Cross-cultural communication for managers. Business Horizons, 36(3), 69-79.
  • Özel, E,. (2008). “Farklı Kültürlerden Yöneticilerin Müzakere Tarzlarının Karşılaştırılması (Türk ve Amerikan Yöneticilerinin Karşılaştırılması)” (Yayınlanmamış Yüksek Lisans Tezi). Marmara Üniversitesi Sosyal Bilimler Enstitüsü, Ankara.
  • Öztürk, A. (2007). Siyasi Kültür Bağlamında Türkiye’de Devlet-Sivil Toplum İlişkisi: Sendikacılık Örneği. Bilgi Sosyal Bilimler Dergisi, (1), 1-35.
  • Patton, M. Q. (1987). How to Use Qualitative Methods in Evaluation. Newsbury Park, London, New Dehli:Sage Publication.
  • Pearson, V. M., & Stephan, W. G. (1998). Preferences for styles of negotiation: A comparison of Brazil and the US. International Journal of Intercultural Relations, 22(1), 67-83.
  • Rubin, J. Z., & Sander, F. E. (1991). Culture, Negotiation, and the Eye of the Beholder. Negotiation Journal, 7(3), 249-254.
  • Salacuse, J. W. (1998). Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3), 221-240.
  • Tezer, E. (1999). The functionality of conflict behaviors and the popularity of those who engage in them. Adolescence, 34(134), 409.
  • Ting-Toomey, S. (1998). Intercultural conflict styles: a face negotiation theory, Kim Y. Y (Ed.) & Gudykunst W. B (Ed.) Theories in Intercultural Communication içinde. Newbury Park, CA: Sage Publications.
  • Uysal, D. (2002). “Örgütlerde Kişilerarası Adil Davranış Algısı ile Çatışma İletişim Tarzı Arasındaki İlişki” (Yayınlanmamış Yüksek Lisans Tezi), Hacettepe Üniversitesi, Ankara.
  • Volkema, R. J., & Fleury, M. T. L. (2002). Alternative negotiating conditions and the choice of negotiation tactics: A cross-cultural comparison. Journal of Business Ethics, 36(4), 381-398.
  • Wang, G., Jing, R., & Klossek, A. (2007). Antecedents and management of conflict: Resolution styles of Chinese top managers in multiple rounds of cognitive and affective conflict. International Journal of Conflict Management, 18(1), 74-97.
  • Yook, E. L., & Albert, R. D. (1998). Perceptions of the appropriateness of negotiation in educational settings: A cross‐cultural comparison among Koreans and Americans. Communication Education, 47(1), 18-29.
  • Zhu, Y., McKenna, B., & Sun, Z. (2007). Negotiating with Chinese: success of initial meetings is the key. Cross Cultural Management: An International Journal, 14(4), 354-364.
There are 54 citations in total.

Details

Primary Language English
Subjects Studies on Education
Journal Section Article
Authors

Nihal Mamatoğlu

Hande Tasa

Publication Date April 21, 2019
Submission Date August 24, 2018
Published in Issue Year 2019 Volume: 48 Issue: 1

Cite

APA Mamatoğlu, N., & Tasa, H. (2019). Conflict and Negotiation in Turkish Culture. Cukurova University Faculty of Education Journal, 48(1), 305-335. https://doi.org/10.14812/cuefd.455025
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