THEORETICAL ASPECTS OF MANIPULATION IN BUSINESS COMMUNICATION

Abstract

The study of theoretical aspects and the implementation of the applied tasks of organizing effective business communication – building effective intra-company communications and establishing fruitful interaction with partners and clients – are becoming increasingly relevant for the management of modern enterprises. Moreover, in management practice, such a method of psychological impact on a person or group of people as manipulation is constructively used. The article discusses general approaches and features of the author’s views (A.Yu. Panasyuk, A.Ya. Kibanova, D.K. Zakharova, V.G. Konovalova, R. Chaldini, E. Berne, M.E. Litvak) on manipulation as a category of socio-psychological impacts presented in scientific and scientific-practical works in psychology, marketing, and management. The nature of the term ‘manipulation’ is clarified, examples of manipulative business influence are given. It is noted that, despite the negative coloration of the term, the use of manipulation in business communication is recognized as a normal phenomenon that every employee encounters almost daily, including as an initiator. Various author's definitions of ‘manipulation’ and its synonyms (‘professional compliance’, ‘psychological influence’, ‘psychological aikido’), classification of types, methods and technologies of manipulative influence are given. Developing the research topic, the author turns to the essence and techniques of neurolinguistic programming. In general, despite the variety of author's approaches to the theoretical aspects of manipulation in business communication, a common sense is revealed from the point of view of technology and orientation, and, as a result, the expediency of forming a unified approach, in particular, to the classification of manipulation methods and methods, has been determined counter actions to manipulations.

Keywords: business communications; manipulative impact; manipulation; neurolinguistic programming; management methods; psychological impact.

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Author

Aleksey E. Parshukov – PhD in Economics; Assistant Lecturer, Graduate School of Service and Trade, Institute of Industrial Management, Economics and Trade, Peter the Great St. Petersburg Polytechnic University, Saint Petersburg, Russia.
E-mail: flowprof@gmail.com. ORCID 0000-0002-2010-1269. SPIN РИНЦ 5671-1694.

For citation:
Parshukov A.E. Theoretical Aspects of Manipulation in Business Communication // BENEFICIUM. 2020. No. 2 (35). pp. 43-49. (In Russ.). DOI: http://doi.org/10.34680/BENEFICIUM.2020.2(35).43-49.