İletişim ve Müzakere Arasındaki İlişkiler Üzerine Kuramsal Bir Değerlendirme

Nurten Polat Dede

Research Article

A Theoretical Evaluation on the Relationships between Communication and Negotiation

Year 2019, Volume: 3 Issue: 2, 203 - 220, 30.10.2019

Nurten Polat Dede

Abstract

Today; joint investments, mergers, license agreements
and distribution of goods and services made by international companies in
different countries increase the importance of negotiations due to global
economy. In the literature, studies on negotiation-communication are found to
be inadequate in national basis. However, in the studies dealing with the
international negotiation and communication relations, systematic examination
of the aspects of the issue can help other researchers empirically study negotiation-communication
relations. The main purpose of the study is to draw attention to the elements
arising from communication that affect the quality of interpersonal
interactions in the negotiations. Following the introduction part of the study,
the concept and types of communication, characteristics and elements of
communication process are discussed in the first part. In the second part; the
concept of negotiation, approaches related to negotiation, negotiation
strategies are explained. In the third part; communication and negotiation
concepts are linked for the researchers who want to do research on negotiation.
In the discussion part of the study, different models proposed by the
researchers to categorize the studies examining the relations of negotiation
and communication in national and international literature are discussed. In
the conclusion part of the study, suggestions are made for future research.

Keywords

Communication, Business Negotiations, Verbal Communication, Non-Verbal Communication, Human Resource Management

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