A Theoretical Evaluation on the Relationships between Communication and Negotiation

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 second part. In the third part; the concept of negotiation, approaches related to negotiation, negotiation strategies are explained. In the fourth part, communication and negotiation concepts are linked for the researchers who want to do research on negotiation. 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 fifth part. In the conclusion part of the study, suggestions are made for future research.