Türk ve Amerikan Yöneticilerin İş Müzakere Tarzlarındaki Farklılıklar Üzerine Bir Araştırma

Abstract

It 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 cultureindependent ‘common’ principles in international business and cooperation negotiations.