UDC 159.99

PSYCHOLOGICAL RESEARCH OF THE PREFERENCES IN THE CHOICE OF THE METHODS OF THE INFLUENCE IN NEGOTIATIONS AMONG SALES MANAGERS

Rysev Nikolay Yjrjevich
St. Petersburg State University,
PhD student, Department of Ergonomics and Engineering Psychology, Faculty of Psychology

Abstract
The subject of the research in this article is the classification of methods of the psychological influence. The author examines in detail the psychological impact such contexts as: 1. the logical and rhetorical context 2. base, mass context 3. tactical context. Particular attention is paid to the psychological experiment in identifying preferences when choosing tactical methods of influence. The methods used by the author during his studies: literature analysis, synthesis of existing concepts, conducting a psychological experiment, analysis of the data.
The important conclusions of the study are: 1. the five main techniques that are used to influence the mass consciousness, the following: persuasion, suggestion, infection, manipulation, domination. 2. psychological experiment shows that the most commonly used tactical methods of influence in negotiations in today's business environment are: argumentation (persuasion), underlining the possible payoff and benefits, impact on the needs, trade.

Category: 3. Psychology

Article reference:
Psychological research of the preferences in the choice of the methods of the influence in negotiations among sales managers // Psychology, sociology and pedagogy. 2016. № 9 [Electronic journal]. URL: https://psychology.snauka.ru/en/2016/09/7102

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