Author(s): Santosh Kumar Sharma and Jayasri Indiran
Negotiation plays an important role in achieving career success through moving up the professional hierarchy. There could be many possible reasons for this phenomenon among which communication style is one. There were two engineering graduates who started their professional career at the same time. However, in due course of time one got a higher designation with a significantly higher salary package and another one could not and used to manage his career with so many difficulties. In an interview with both the engineering graduates, the author of the present research paper found that it was their communication style that affected the negotiation style of both graduates which eventually impacted their professional success (higher designation with significantly higher salary package) in career. This finding motivated the author of the present research to explore the empirical relationship between negotiation and communication style in a sample of 118 students who are pursuing a PGDM course from a reputed business school in south India. Data has been collected through questionnaire based surveys and correlational analysis has been carried out with the help of SPSS (version 25). Results have been discussed in the light of relevant management theories followed by conclusions and implications.