A study on the effect of communication styles on negotiation styles

This study was conducted to examine the effect of individuals' communication styles on their negotiation styles. The main premise of the research is that the quality of interpersonal communication in organizational settings plays a decisive role in the success of conflict resolution and negotiation processes. In this context, the study comprehensively analyzes how different communication styles are related to negotiation strategies within a sample of public sector employees. The findings of the study reveal that communication styles significantly influence negotiation styles. Specifically, dominant and argumentative communication styles were found to strengthen competitive negotiation tendencies, whereas open, friendly, precise, relaxed, and impression-leaving communication styles were found to support collaborative and accommodating negotiation approaches. This result indicates that communication styles are not merely indicators of individual behavior but also key variables shaping the psychosocial climate and outcome orientation of negotiation processes. The results demonstrate that communication form determines the direction, tone, and success of negotiation. Open and trust-based communication facilitates mutual understanding and long-term cooperation, while authoritarian and argumentative styles may yield short-term gains but can undermine trust and the sustainability of relationships in the long run. These findings emphasize that communication is not only a vehicle for message exchange but also a structural determinant of negotiation success. In conclusion, the study shows that communication styles function not only as modes of expression but also as strategic tools within negotiation processes. Openness, trust, empathy, and impression management skills constitute essential components of organizational harmony, sustainable consensus, and effective leadership. Therefore, it is recommended that institutions foster a culture of effective communication in negotiation processes, enhance employees' emotional intelligence and empathy skills, and build an organizational climate grounded in trust. This dissertation stands as one of the few empirical studies in Turkey examining the relationship between communication style and negotiation style among public sector employees, thereby providing an original contribution to the literature both theoretically and practically.