Negotiation Grips – an Overview of Issues
The article provides an overview of the classic and contemporary trics and dirty manners in negotiating. There are such approaches as the school of neurolinguistic programming or the approach of cognitive dissonance. It also discusses concepts from the borderline of manipulation, ie Eric Berne’s tra...
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| Format: | Article |
| Language: | English |
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Lodz University Press
2018-02-01
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| Series: | Acta Universitatis Lodziensis. Folia Litteraria Polonica |
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| Online Access: | https://czasopisma.uni.lodz.pl/polonica/article/view/4008 |
| Summary: | The article provides an overview of the classic and contemporary trics and dirty manners in negotiating. There are such approaches as the school of neurolinguistic programming or the approach of cognitive dissonance. It also discusses concepts from the borderline of manipulation, ie Eric Berne’s trade analysis and Schopenhauer’s eristics. Directly in the negotiations are used grips included in five cooperation strategies and five distribution strategies. Pragmatics of negotiations suggest that the orientation of cooperation is more preferred than the one-sided victory strategy. |
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| ISSN: | 1505-9057 2353-1908 |