Negotiations are an inalienable component of human society in the modern world, so studying those personal characteristics of negotiators that influence their choice of negotiating strategy, tactics, and style is relevant and significant. Knowledge of the patterns of a partner’s choice of one strategy of behavior or another influences on successful negotiation process and assists in achieving goals. We did research on the connections among level of anxiety, motivation to succeed and to avoid failure, and self-esteem to the level of Machiavellianism. This article discusses the personal characteristics that influence the choice of manipulative tactics of behavior in negotiations.
strategy, tactics and styles of negotiation, manipulation, Machiavellianism, anxiety, self-esteem, motivation to achieve success, motivation to avoid failure
Time Parameters of Nonverbal Communication and Personal Communicative Competence.
Cognitive behavior in interpersonal relations is always connected with time characteristics such as sequence, rhythm, and succession of actions. In our research we attempted to determine the role of time parameters in the development of the following social communications: (a) interpersonal relations, (b) communicative acts, and (c) the process of structuring social behavior. We intended to show the role of time in acquiring and mastering social contacts. In our research we outlined a number of methods for developing time competence and various conscious and unconscious ways to organize time and to create an atmosphere of understanding, acceptance, and trust in interpersonal nonverbal communication. The time characteristics of social behavior and its nonverbal manifestation can exert a positive influence on communicative activity and can determine time competence in communication. Ignoring time parameters in the self-realization and self-actualization of personality introduces a certain destructive element into the process of interpersonal relations; hence the necessity of teaching competence in communication arises. Teaching is carried out in the process of training and includes several stages: the introductory stage and the stages of intensification, integration, avoidance, and others. Thus, time management and the process of teaching time management allow one to discover time resources for the self-organization of one’s personality over a lifetime.
communicative competence, time, interpersonal relations, nonverbal communication.