Negotiation Grips – an Overview of Issues

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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Main Author: Zbigniew Nęcki
Format: Article
Language:English
Published: Lodz University Press 2018-02-01
Series:Acta Universitatis Lodziensis. Folia Litteraria Polonica
Subjects:
negocjacje
taktyki
manipulacje
Online Access:https://czasopisma.uni.lodz.pl/polonica/article/view/4008
id doaj-762956ed875040a1a22ef47952156a78
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spelling doaj-762956ed875040a1a22ef47952156a782020-11-25T01:08:54ZengLodz University PressActa Universitatis Lodziensis. Folia Litteraria Polonica1505-90572353-19082018-02-0148212914610.18778/1505-9057.48.103080Negotiation Grips – an Overview of IssuesZbigniew Nęcki0Wydział Psychologii i Nauk Humanistycznych, Krakowska Akademia im. Andrzeja Frycza-ModrzewskiegoThe 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.https://czasopisma.uni.lodz.pl/polonica/article/view/4008negocjacjetaktykimanipulacje
collection DOAJ
language English
format Article
sources DOAJ
author Zbigniew Nęcki
spellingShingle Zbigniew Nęcki
Negotiation Grips – an Overview of Issues
Acta Universitatis Lodziensis. Folia Litteraria Polonica
negocjacje
taktyki
manipulacje
author_facet Zbigniew Nęcki
author_sort Zbigniew Nęcki
title Negotiation Grips – an Overview of Issues
title_short Negotiation Grips – an Overview of Issues
title_full Negotiation Grips – an Overview of Issues
title_fullStr Negotiation Grips – an Overview of Issues
title_full_unstemmed Negotiation Grips – an Overview of Issues
title_sort negotiation grips – an overview of issues
publisher Lodz University Press
series Acta Universitatis Lodziensis. Folia Litteraria Polonica
issn 1505-9057
2353-1908
publishDate 2018-02-01
description 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.
topic negocjacje
taktyki
manipulacje
url https://czasopisma.uni.lodz.pl/polonica/article/view/4008
work_keys_str_mv AT zbigniewnecki negotiationgripsanoverviewofissues
_version_ 1725180990909841408

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