An assesment of the role and importance of interpersonal communication in negotiation management process

Human being, from the moment of birth, communicates constantly with different individuals throughout the entire life. When two people come together to communicate, their thoughts, feelings, attitudes, values and beliefs vary. From the moment when different thoughts, feelings, behaviors, beliefs, judgments overlap, conflict arises.Individuals in everyday social relations as well as national, international or institutional relations, the most effective method of resolving conflict is negotiation. Negotiation process, beyond being limited to a daily relationship of individuals, actually refers to a process much more complex.A good and accurate understanding of negotiation as an interpersonal management process, will help to solve conflicts starting from daily life of individuals and continues by national and international dimensions, easier and in a healthy way. In this respect, In Turkey, when the studies related to negotiation evaluated, it is observed that many of these studies are inadequate and were a small number. As well as the small number of studies related with negotiation, the existing studies shows that no emphasis is given to the importance of interpersonal communication through negotiation process.The purpose of this study is firstly to examine negotiation management process and what steps should be taken for a successful negotiation, thus to attract attention to this concept which is less studied. Secondly, through the negotiation management, as an interpersonal communication process, based on previous studies not given enough attention, is to give the issue the importance it deserves. Because when the negotiation, as the process of communication between individuals, established in effective accurate communication rate, then refers to process of successful.