Wykorzystanie i percepcja dwuznacznych etycznie technik negocjacyjnych
The application and the perception of ethically ambiguous negotiation techniques

Summary/Abstract: This paper has theoretical character and its issues are related with ethics of negotiations. The aim of the article is to present manipulative techniques in negotiations on the ground of negotiation’s styles and three-sided model of interpersonal communication, as well as identification chosen conditions of perception and application of those techniques. In her research the Author founded that negotiating styles, circumstances and way of communication and such conditions as culture, experience, age, profession, pro-self orientation, belief in distributive character of disputes have been reflected in the approach to ethical ambiguous techniques. In conclusion she underline presence of ethical relativism in negotiations. The fair play negotiation take place in the frame of defined rules and borders, which often allow the use of manipulation.

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