Etyka słowa a język negocjacji
Ethics of the word and the language of negotiations

Summary/Abstract: The article discusses the language of negotiations, which as a rule is expected to convey distorted information, conceal the speaker’s true agenda, and let him or her exploit the weaknesses of the interlocutor. Such communication behaviours are praised as negotiating skills, even if in regular contexts they are considered unethical. The only justification for the so-called negotiating lies can be provided by viewing negotiations as a process that partly takes place in the world of fiction. In the article, negotiations are thus compared to a game and to a theatrical play. In neither instance is the analogy complete but – remembering that negotiators purposely act the roles assigned to them in the script and given the high importance placed on the acting skills – it is more warranted to refer to negotiations as a theatrical play rather than a game.

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