Download this Paper Open PDF in Browser

Integrative Bargaining Strategies and Negotiation Styles in the Turkish Finance Sector

35 Pages Posted: 8 Oct 2009 Last revised: 4 Nov 2009

Isil Ismet

Sabanci University

Nimet Beriker

Sabanci University

Date Written: June 15, 2009

Abstract

In this study we investigate real-life business negotiations conducted in the Turkish financial sector. We collected 6 narrated negotiation cases, and analyzed the outcomes of negotiations on the basis of distributive and integrative divide, and looked at the nature of the integrative outcomes. In addition, we analyzed the relationship among negotiation processes, bargaining styles, and the outcomes of negotiations. The findings showed that, almost in all cases, negotiations ended with integrative agreements. The way exchanges were made between and within the issues in real world business negotiations showed more complicated patterns than what has been described in Pruitt et. al (2003). The findings also suggested that there was consistency between the process and style constructs, however, the nature of the outcome was not in the expected direction with the elements of style and process. Finally, we argue that the context of the negotiation-business negotiations- had a positive impact on the achievement of integrative agreements.

Suggested Citation

Ismet, Isil and Beriker, Nimet, Integrative Bargaining Strategies and Negotiation Styles in the Turkish Finance Sector (June 15, 2009). 22nd Annual IACM Conference Paper. Available at SSRN: https://ssrn.com/abstract=1484897 or http://dx.doi.org/10.2139/ssrn.1484897

Isil Ismet (Contact Author)

Sabanci University ( email )

Orta Mahalle √úniversite Caddesi 27
Istanbul, Orhanli, 34956 Tuzla 34956
Turkey

Nimet Beriker

Sabanci University ( email )

Orta Mahalle √úniversite Caddesi 27
81474 Tuzla, Istanbul, 34956
Turkey

Paper statistics

Downloads
216
Rank
119,286
Abstract Views
1,739