@article{bortnowska2026communication,
  title = {Communication in Negotiations: Manipulative Techniques, Openness, and the Role of Positive Orientation},
  author = {Hanna BORTNOWSKA and Bartosz SEILER},
  year = 2026,
  url = {https://ibimapublishing.com/p-articles/47MGT/2026/4731726/},
  journal = {Communications of International Proceedings},
  volume = 2026 (8),
  abstract = {The negotiation process relies on communication, which operates across two main dimensions: open communication and manipulative techniques. While existing literature has examined the impact of positive, negative, and neutral emotions on negotiations, the specific relationship between positive orientation and these two communication dimensions had not been previously investigated. To address this gap, this article investigates how positive orientation relates to the use of both manipulative techniques and open communication during negotiations.
The study gathered data in 2026 from 111 students at the Faculty of Law and Economics at the University of Zielona Góra who had completed a negotiation course consisting of lectures and workshops. Two research tools were used: the TMOK scale (Kleka and Kowalczyk, 2018) to measure negotiation metacompetences regarding open communication and manipulative techniques, and the Polish adaptation of the Positivity Scale (P-scale; Caprara et al., 2012; Łaguna et al., 2011) to assess positive orientation.
The study revealed a high level of positive orientation among the respondents, while the TMOK questionnaire analysis showed a clear division in their negotiation preferences. The open communication strategy was dominant, representing a widely accepted standard within the group. In contrast, the use of manipulative techniques showed strong polarization, with some individuals completely rejecting manipulation and others demonstrating a high willingness to use it. Survey findings also indicated that a positive orientation does not demonstrate a strong correlation with a tendency to engage in open dialogue during negotiation processes.},
  keywords = {negotiations, communication, positive orientation},
  note = Article ID: 4731726
}