Manipulation in Negotiations: The Hidden Costs of the “Easy” Victory

Manipulation in Negotiations: The Hidden Costs of the “Easy” Victory

Negotiation is a dynamic process where influence plays a key role. This article examines the contrasting approaches of manipulation and ethical persuasion, focusing on their characteristics, implications, and long-term impact. Manipulation, which exploits emotional and cognitive vulnerabilities t...

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Bibliographic Details
Main Author: Daniel Malutan
Format: Article
Language:English
Published: THOT Publishing House 2025-03-01
Series:Journal of Research and Innovation for Sustainable Society
Subjects:
negotiation
manipulation
ethical persuasion
trust
long-term relationships
Online Access:https://jriss.4ader.ro/wp-content/uploads/2025/04/22.-D-Malutan-MANIPULATION-IN-NEGOTIATIONS-THE-HIDDEN-COSTS-OF-THE-EASY-VICTORY.pdf
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https://jriss.4ader.ro/wp-content/uploads/2025/04/22.-D-Malutan-MANIPULATION-IN-NEGOTIATIONS-THE-HIDDEN-COSTS-OF-THE-EASY-VICTORY.pdf

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