Deception in negotiations. Creating the vision of desired states
Deception in negotiations. Creating the vision of desired states

Summary/Abstract: The article offers an analysis of the topic of negotiations, from the most concreto area (finances) to the most abstract (status and feelings), and then an analysis of the many meanings of the term profit, which in negotiations has three areas: mine, yours, or shared. Yet the estimation of profit requires a comparison with the idealsituation expectations or with other empirically available kinds of goods (profit). In all these, it is possible to modify the vision of a situation through tinkering or even systemic deception via the image of an anchor point, the extreme value. The concept of neuro-linguistic programming in particular includes a rich set of verbal manipulations, which may reflect the hidden intentions of a negotiating party. Even in an individual’s cognitive system, there exist tendencies for tinkering with the image of truth in order to protect the person’s good opinion of themselves. In the other part of the article, the authors discussed seven strategies of manipulation which are used in Polish business practice.

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