Selected Determinants of Interpersonal Communication in Negotiation – between Openness and Manipulation

Elżbieta Kowalczyk , Paweł Kleka


This 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.
Author Elżbieta Kowalczyk (WZ / KTOiZ)
Elżbieta Kowalczyk,,
- Department of Organisation and Management Theory
, Paweł Kleka - Adam Mickiewicz University (UAM)
Paweł Kleka,,
Journal seriesSocial Sciences/ Socialiniai mokslai, ISSN 1392-0758, (B 10 pkt)
Issue year2015
Pages 8-23
Publication size in sheets0.75
Keywords in Englishnegotiation, interpersonal communication, manipulative techniques
Languageen angielski
Score (nominal)10
Score sourcejournalList
ScoreMinisterial score = 0.0, 23-12-2019, ArticleFromJournal
Ministerial score (2013-2016) = 10.0, 23-12-2019, ArticleFromJournal
Citation count*3 (2020-07-02)
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* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
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