June 15, 2009
22nd Annual IACM Conference Paper
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.