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dc.contributor.authorKowalczyk, Elżbieta
dc.contributor.authorKleka, Paweł
dc.identifier.citationKowalczyk E., Kleka P., Selected Determinants of Interpersonal Communication in Negotiation – between Openness and Manipulation,Social Sciences Vol. 2 / No. 88 / 2015 pp. 8-23pl_PL
dc.description.abstractThis theoretical and empirical article is dedicated to issues concerning communication in negotiation and the analysis of selected determinants. The authors have assumed that communication has two dimensions: one is based on open communication and the other on manipulative techniques. The research problem of the empirical study conducted by the authors was to establish what factors determine the use of these two dimensions of communication. Drawing on literature studies, they empirically examined such selected factors as social value orientation, experience and satisfaction with negotiation. This problem has been verified by an empirical study conducted in a group of 313 respondents. The main conclusions of the study refer to a correlation between the use of manipulation techniques in negotiation and a proself orientation, experience and the post-negotiation dissonance effect. In contrast, open communication is correlated with a prosocial orientation and a greater satisfaction with negotiation.en
dc.publisherKaunas University of Technologypl_PL
dc.rightsDozwolony użytek
dc.subjectmanipulative techniquespl_PL
dc.subjectinterpersonal communicationpl_PL
dc.titleSelected Determinants of Interpersonal Communication in Negotiation – between Openness and Manipulationpl_PL
dc.contributor.organizationUniwersytet Ekonomiczny w Poznaniupl_PL
dc.contributor.organizationUniwersytet im. Adama Mickiewicza w Poznaniupl_PL
dc.description.epersonElżbieta Kowalczyk

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