THE IMPORTANCE OF THE NEGOTIATION CONCEPT IN INTERNATIONAL TRADE AND THE POTENTIAL OF FAR EAST COUNTRY MARKETS OF TÜRKİYE'S EXPORTS

Muharrem Can

Makale detayları

THE IMPORTANCE OF THE NEGOTIATION CONCEPT IN INTERNATIONAL TRADE AND THE POTENTIAL OF FAR EAST COUNTRY MARKETS OF TÜRKİYE'S EXPORTS

Yazarlar:

Muharrem Can

Yayıncı:

Zonguldak Bulent Ecevit University

Ana Başlıklar:

Finans ve Yatırım (Diğer)

Dergi:

Uluslararası Yönetim İktisat ve İşletme Dergisi Vol.20 Issue ICMEB'24 Özel Sayı, pp.564-579

Belge Tipi:

Makale

Yayın Tarihi:

10/2024

Belge Dili:

Türkçe

Document ID (Org No.):

2001317428

pISSN:

2147-9208

Anahtar kelimeler:

Özet:

 The first studies on international business negotiations were back in the 1970s, and the number of studies in this field increased in the 1980s. The rapid economic development of the Far East Asian countries, the collapse of the Eastern Bloc, and globalisation caused a tremendous increase in international economic relations, thus increasing the challenges of conducting business across cultures. Until the 1990s, studies mainly focused on negotiations between multinational corporations and governments in international joint ventures. However, since the early 2000s, researchers in this area have begun to study negotiations between firms. Awareness of countries cultural values enables the development of appropriate behaviours during negotiations, thus affecting their success. International negotiations, mainly between companies from different cultures, become a process encompassing not only international trade and economics but also psychology, sociology, and international law. The literature review method is used in the study, and it is seen that the studies are mainly related to Far East Asian countries. Studies on Turkeys exports sought to determine whether cultural factors were sufficiently mentioned and whether Turkey has adequately tapped these regions markets by considering the Far Easts top ten with the highest GDP. It is seen that the subject of negotiation was almost not mentioned in the literature, and cultural factors are not given in detail. Also, it is concluded that Turkey does not adequately tap into the markets of these countries, and the geographical distances and cultural differences adversely affect Türkiyes exports to these countries.

 The first studies on international business negotiations were back in the 1970s, and the number of studies in this field increased in the 1980s. The rapid economic development of the Far East Asian countries, the collapse of the Eastern Bloc, and globalisation caused a tremendous increase in international economic relations, thus increasing the challenges of conducting business across cultures. Until the 1990s, studies mainly focused on negotiations between multinational corporations and governments in international joint ventures. However, since the early 2000s, researchers in this area have begun to study negotiations between firms. Awareness of countries cultural values enables the development of appropriate behaviours during negotiations, thus affecting their success. International negotiations, mainly between companies from different cultures, become a process encompassing not only international trade and economics but also psychology, sociology, and international law. The literature review method is used in the study, and it is seen that the studies are mainly related to Far East Asian countries. Studies on Turkeys exports sought to determine whether cultural factors were sufficiently mentioned and whether Turkey has adequately tapped these regions markets by considering the Far Easts top ten with the highest GDP. It is seen that the subject of negotiation was almost not mentioned in the literature, and cultural factors are not given in detail. Also, it is concluded that Turkey does not adequately tap into the markets of these countries, and the geographical distances and cultural differences adversely affect Türkiyes exports to these countries.

 The first studies on international business negotiations were back in the 1970s, and the number of studies in this field increased in the 1980s. The rapid economic development of the Far East Asian countries, the collapse of the Eastern Bloc, and globalisation caused a tremendous increase in international economic relations, thus increasing the challenges of conducting business across cultures. Until the 1990s, studies mainly focused on negotiations between multinational corporations and governments in international joint ventures. However, since the early 2000s, researchers in this area have begun to study negotiations between firms. Awareness of countries cultural values enables the development of appropriate behaviours during negotiations, thus affecting their success. International negotiations, mainly between companies from different cultures, become a process encompassing not only international trade and economics but also psychology, sociology, and international law. The literature review method is used in the study, and it is seen that the studies are mainly related to Far East Asian countries. Studies on Turkeys exports sought to determine whether cultural factors were sufficiently mentioned and whether Turkey has adequately tapped these regions markets by considering the Far Easts top ten with the highest GDP. It is seen that the subject of negotiation was almost not mentioned in the literature, and cultural factors are not given in detail. Also, it is concluded that Turkey does not adequately tap into the markets of these countries, and the geographical distances and cultural differences adversely affect Türkiyes exports to these countries.

 Uluslararası iş müzakereleri ile ilgili ilk çalışmalar 1970lerde yapılmaya başlanmış, 1980lerde çalışmalar artmaya başlamıştır. Uzak Doğu Asya ülkelerinin ekonomik olarak hızla gelişmesi, doğu blokunun dağılması ve küreselleşmeye bağlı olarak, uluslararası ekonomik ilişkileri artmış ve farklı kültürlerle iş yapma zorluğu ortaya çıkmıştır. 1990lara kadar çalışmalar ağırlıklı olarak çok uluslu şirketlerin hükümetlerle müzakeresi ve uluslararası ortak girişim konusu, 2000li yıllardan sonra ise firma-firma müzakereleri ele alınmaya başlamıştır. Ülkelerin kültürel değerleri müzakere yapma şekillerini etkilemekte, muhatabının kültürel farklılıklarını bilmek ve buna uygun davranışlar geliştirmek müzakerenin başarısını da etkilemektedir. Müzakereler özellikle farklı kültürlerden firmalar arasında gerçekleştiğinde, uluslararası ticaret ve ekonomi konularını yanında psikoloji, sosyoloji ve uluslararası hukuk gibi konularının da içine alan bir süreç haline gelmektedir. Çalışmada literatür taraması yöntemi kullanılmış olup, çalışmaların ağırlıklı olarak Uzak Doğu Asya ülkeleriyle ilgili olduğu görülmüştür. Türkiyenin ihracatı ile ilgili çalışmalarda özellikle kültürel faktörlere ne kadar değinildiği, ayrıca Uzak Doğudaki en yüksek GSYİHya sahip on ülkenin toplam ithalatları dikkate alınarak Türkiyenin bu bölge pazarlarını yeterli derecede değerlendirip değerlendiremediğinin cevapları aranmıştır. Literatürde müzakere konusuna neredeyse değinilmediği, kültürel faktörlere ayrıntılı şekilde yer verilmediği yine bu pazarların yeterince değerlendirilemediği, bunun nedenleri olarak bu ülkelerin coğrafi uzaklıkları ve kültürel farklılıkları olduğu görülmüştür.

Makale detayları

THE IMPORTANCE OF THE NEGOTIATION CONCEPT IN INTERNATIONAL TRADE AND THE POTENTIAL OF FAR EAST COUNTRY MARKETS OF TÜRKİYE'S EXPORTS

Yazarlar:

Muharrem Can

Yayıncı:

Zonguldak Bulent Ecevit University

Ana Başlıklar:

Finans ve Yatırım (Diğer)

Dergi:

Uluslararası Yönetim İktisat ve İşletme Dergisi Vol.20 Issue ICMEB'24 Özel Sayı, pp.564-579

Belge Tipi:

Makale

Yayın Tarihi:

10/2024

Belge Dili:

Türkçe

Document ID (Org No.):

2001317428

pISSN:

2147-9208

Negotiation

Bargaining

International trade

Far East AsiaMüzakere

Pazarlık

Dış ticaret

Uzak Doğu

Sayı

Makale detayları

Yazarlar: Muharrem Can

Yayıncı: Zonguldak Bulent Ecevit University

Ana Başlıklar: Finans ve Yatırım (Diğer)

Dergi: Uluslararası Yönetim İktisat ve İşletme Dergisi Vol.20 Issue ICMEB'24 Özel Sayı, pp.564-579

Belge Tipi: Makale

Yayın Tarihi: 10/2024

Belge Dili: Türkçe

Document ID (Org No.): 2001317428

pISSN: 2147-9208

Sayı

Yazarlar:

Muharrem Can

Yayıncı:

Zonguldak Bulent Ecevit University

Ana Başlıklar:

Finans ve Yatırım (Diğer)

Dergi:

Uluslararası Yönetim İktisat ve İşletme Dergisi Vol.20 Issue ICMEB'24 Özel Sayı, pp.564-579

Belge Tipi:

Makale

Yayın Tarihi:

10/2024

Belge Dili:

Türkçe

Document ID (Org No.):

2001317428

pISSN:

2147-9208