Negotiators can use sometimes unethical negotiation tactics which mean not telling the truth or breaking the perceived rules of negotiation These behaviors of negotiators are noticed as one of the factors that effect the process and result of negotiation The aim of this study is to search the effects of ethical perceptions of individuals on impression management tactics in negotiation process In this context the research is conducted on 209 individuals still working in public sector in Ankara Results show that participants perceive the traditional competitive behaviors more acceptable and adopt lowering opposing party behaviors less Findings also showed that employees’ perception of unethical behaviors in negotiaton effect the impression management tactics Participants whose perception of non ethical behaviors higher have tendency to use impression management tactics more effectively Key Words: Negotiation ethics unethical behaviours impression management tactics
📌 3 Key Takeaways
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Objective & Hypothesis:Negotiators can use sometimes unethical negotiation tactics which mean not telling the truth or breaking the perceived rules of negotiation These behaviors of negotiators are noticed as one of the factors that effect the process and result of negotiation The aim of this study is to search the effects of ethical perceptions of individuals on impression management tactics in negotiation process In this context the research is conducted on 209 individuals still working in public sector in Ankara Results show that participants perceive the traditional competitive behaviors more acceptable and adopt lowering opposing party behaviors less Findings also showed that employees’ perception of unethical behaviors in negotiaton effect the impression management tactics Participants whose perception of non ethical behaviors higher have tendency to use impression management tactics more effectively Key Words: Negotiation ethics unethical behaviours impression management tactics
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Key Findings & Data:Negotiators can use sometimes unethical negotiation tactics which mean not telling the truth or breaking the perceived rules of negotiation These behaviors of negotiators are noticed as one of the factors that effect the process and result of negotiation The aim of this study is to search the effects of ethical perceptions of individuals on impression management tactics in negotiation process In this context the research is conducted on 209 individuals still working in public sector in Ankara Results show that participants perceive the traditional competitive behaviors more acceptable and adopt lowering opposing party behaviors less Findings also showed that employees’ perception of unethical behaviors in negotiaton effect the impression management tactics Participants whose perception of non ethical behaviors higher have tendency to use impression management tactics more effectively Key Words: Negotiation ethics unethical behaviours impression management tactics
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Conclusion & Impact:Negotiators can use sometimes unethical negotiation tactics which mean not telling the truth or breaking the perceived rules of negotiation These behaviors of negotiators are noticed as one of the factors that effect the process and result of negotiation The aim of this study is to search the effects of ethical perceptions of individuals on impression management tactics in negotiation process In this context the research is conducted on 209 individuals still working in public sector in Ankara Results show that participants perceive the traditional competitive behaviors more acceptable and adopt lowering opposing party behaviors less Findings also showed that employees’ perception of unethical behaviors in negotiaton effect the impression management tactics Participants whose perception of non ethical behaviors higher have tendency to use impression management tactics more effectively Key Words: Negotiation ethics unethical behaviours impression management tactics
🔬Design:Research Article
📍Scope:Comprehensive Sample
⚙️Variables:Domain Parameters
Abstract
Negotiators can use sometimes unethical negotiation tactics which mean not telling the truth or breaking the perceived rules of negotiation These behaviors of negotiators are noticed as one of the factors that effect the process and result of negotiation The aim of this study is to search the effects of ethical perceptions of individuals on impression management tactics in negotiation process In this context the research is conducted on 209 individuals still working in public sector in Ankara Results show that participants perceive the traditional competitive behaviors more acceptable and adopt lowering opposing party behaviors less Findings also showed that employees’ perception of unethical behaviors in negotiaton effect the impression management tactics Participants whose perception of non ethical behaviors higher have tendency to use impression management tactics more effectively Key Words: Negotiation ethics unethical behaviours impression management tactics
Özet
Müzakereciler doğruyu söylememe veya müzakerenin algılanan kurallarının ihlali anlamına gelen etik olmayan müzakere taktiklerini zaman zaman kullanabilmektedir Müzakerecilerin bu davranışları müzakere sürecini ve sonucunu etkileyen faktörlerden biri olarak dikkat çekmektedir Bu çalışmanın amacı bireylerin müzakerelerdeki etik algılama düzeylerinin izlenim yönetimi taktikleri üzerine olan etkilerini incelemektir Bu kapsamda Ankara ilinde kamu sektöründe çalışma yaşamlarına devam eden 209 kişi üzerinde bir araştırma yapılmıştır Araştırma sonuçlarına göre katılımcıların geleneksel rekabetçi davranışları daha fazla kabul edilebilir olarak algıladıkları karşı tarafı zayıflatma davranışlarını ise daha az benimsedikleri tespit edilmiştir Ayrıca müzakerede etik olmayan davranışları algılama düzeylerinin izlenim yönetimi taktiklerini etkilediği ve etik dışı davranışları algılama düzeyleri yüksek olan katılımcıların algılama düzeyleri düşük olan katılımcılara göre izlenim yönetimi taktiklerini etkili şekilde kullanma eğiliminde oldukları bulunmuştur Anahtar Kelimeler: Müzakere Etik Etik Olmayan Davranışlar İzlenim Yönetimi Taktikleri Employee’s Ethical Perception Levels In Negotiations And The Effects On Impression Management Tactics
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Cite This Article
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