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- Title
MÜZAKERE YAKLAŞIMLARI BAĞLAMINDA SERT, YUMUŞAK VE PRENSİPLİ MÜZAKERELERİN ANALİZİ.
- Authors
ATEŞ, Ahmet
- Abstract
Negotiations are seen as an effective, functional and successful tool for achieving sustainable peace. Important methodological studies have been carried out to further develop such an important tool for peace. When the negotiation methodology is examined, it can easily be seen that the hard, soft and principled negotiation approaches have a considerably important place. However, studies of academicians on these three methodological approaches have gradually turned into a complex collection of information. When the negotiation literature is studied, it seen that the boundaries between the hard, soft and principled negotiation approaches are quite vague. An analysis framework consisting of concepts of interest, legitimacy, relationship, alternatives, options, commitments and communication has been drawn in order to eliminate this ambiguity. Hard, soft and principled negotiation approaches were analysed with this framework. In this way, it has contributed to the elimination of the methodological gap in the negotiations studies.
- Subjects
COLLEGE teachers; NEGOTIATION; AMBIGUITY; BUSINESS negotiation; PEACE
- Publication
Turkish Journal of Social Research / Turkiye Sosyal Arastirmalar Dergisi, 2020, Vol 24, Issue 1, p111
- ISSN
1301-370X
- Publication type
Article