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

  • Elżbieta Kowalczyk Poznań University of Economics
  • Paweł Kleka Adam Mickiewicz University

Abstract

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.

DOI: http://dx.doi.org/10.5755/j01.ss.88.2.12740

Published
2015-08-17
Section
Significance of Communication in Contemporary Business