Статья 'Стратегии интерперсонального влияющего поведения' - журнал 'Психолог' - NotaBene.ru
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The Strategies of the Interpersonal Influencing Behavior

Rysev Nikolay

post-graduate student of the Department of Ergonomics and Engineering Psychology, Psychological Department at St. Petersburg State University

192131, Russia, g. Saint Petersburg, ul. Sedova, 13, of. 171

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Abstract: The subject of the present research is the classification of negotiation and behavior strategies used in the process of conflict resolution. The author of the article analyzes R. E. Walton's and R. B. McKerise's classification of integrative bargaining and distributive bargaining, Kenneth Thomas' classification (competing, compromising, collaborating and avoiding), Dean Pruitt's dual concern model, the etiology of conflict cultures offered by Michele J. Gelfand, Lisa M. Leslie and Kirsten Keller, and the five levels of interaction attitudes described by E. V. Dotsenko. After a detailed and comprehensive analysis of the aforesaid concepts, the author of the article offers his own classification of the interpersonal influencing behaviour. According to the author, this classification is of great importance both theoretically and practically. The methods used by the author in his research include analysis of literature, synthesis of existing concepts and practical application of the classification. The scientific novelty is caused by the fact that the author offers his own classification of the interpersonal influencing behavior strategies: co-existing, collaborating, compromising, manipulating, competing, dominating, servicing, accommodating, shifting attention, and avoiding actions. The present classification is based on the two criteria, the attitude to the opponent and satisfaction of interests: 1. whether the opponent is treated as a subject or an object; 2. whether common interests are satisfied; both parties' interests are satisfied; only one party's interests are satisfied; only the opponent's interests are satisfied; none interests are satisfied. The interpersonal influencing behavior strategies can be widely applied in negotiations and conflict resolutions. 

Keywords: ignoring, accommodating, dominating, competing, manipulating, compromising, collaborating, influencing strategies, behavior strategies, negotiation strategies
This article written in Russian. You can find full text of article in Russian here .

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