Negotiation and negotiation techniques: A research on the negotiation styles of the middle management

In this thesis, the negotiation techniques, which are particularly required to overcome the difficulty of human communication and to have a proper dialogue, which also constitute an inevitable section of human life, are taken into consideration. People have to exchange ideas, to communicate, negotiate and compromise with one another in their daily life so that they settle and resolve disputes. With such communication and compromise process, which is called negotiation, the people, organizations and governments sort out and manage their problems and disputes, thus a mutual compromise is ensured. For the studies that have been carried out on negotiation management, it has been observed that issues such as negotiations types, negotiators, negotiation milieu and the factors affecting it, negotiation strategies also know as negotiation techniques, negotiation tactics, negotiation skills and negotiation styles that are crucial to the negotiation process come to the fore. Conclusion of the negotiation process successfully by making use of such techniques depends on a deep knowledge, a detailed research and good use of communication skills. On learning the negotiation methods and techniques, the attitudes, negotiation styles as we call them, which are displayed at the time of negotiation, ensure the individual and corporate gaining increases. Timely and aptly application of negotiation principles enable that the negotiation process is a success and the gaining of it is realized in an enhanced.Key Words: Negotiation, Negotiation Techniques, Negotiation Process, Negotiation Strategies, Negotiation Styles.