%0 Journal Article
%T Personality determinants of manipulative behavior in the negotiation process
%A Maria S. Monich
%A Ludmila V. Matveeva
%J Psychology in Russia : State of Art
%D 2012
%I M.V. Lomonosov Moscow State University
%X Negotiations are an inalienable component of human society in the modernworld, so studying those personal characteristics of negotiators that infl uencetheir choice of negotiating strategy, tactics, and style is relevant and signifi cant.Knowledge of the patterns of a partner¡¯s choice of one strategy of behavior or anotherinfl uences on successful negotiation process and assists in achieving goals.We did research on the connections among level of anxiety, motivation to succeedand to avoid failure, and self-esteem to the level of Machiavellianism. This articlediscusses the personal characteristics that infl uence the choice of manipulativetactics of behavior in negotiations.
%K strategy
%K tactics and styles of negotiation
%K manipulation
%K Machiavellianism
%K anxiety
%K self-esteem
%K motivation to achieve success
%K motivation to avoid failure
%U http://psychologyinrussia.com/volumes/pdf/2012/monich.pdf