THE ROLE OF NEGOTIATION SKILLS IN CAREER DEVELOPMENT AND ORGANIZATIONAL EFFECTIVENESS: A STUDY OF SRI LANKA STATE UNIVERSITIES

In this research study emphasis is given to identifying the role which negotiation skill plays in employment advancement and organizational performance of the state universities in Sri Lanka. Based on both qualitative and quantitative research, the paper examines the issue of the relation between negotiation skills as well as the processes of the personal and professional development of the academic and administrative staff and organizational performance of the state universities. The objectives of the study are to: establish the bargaining skills essential for promotion and organization effectiveness; assess career advancement and negotiation competency development needs and opportunities in the designated organizations to support improved negotiation training. It was also found out from the results that the level of negotiations applied has a positive impact on the aspects of job satisfaction, chances of being promoted and efficient use of resources. The study has implications on the process of policy making within state university organizations to moderate the perceived organizational climate and access to career opportunities.