Abstract:

The negotiation process relies on communication, which operates across two main dimensions: open communication and manipulative techniques. While existing literature has examined the impact of positive, negative, and neutral emotions on negotiations, the specific relationship between positive orientation and these two communication dimensions had not been previously investigated.

To address this gap, this article investigates how positive orientation relates to the use of both manipulative techniques and open communication during negotiations. Survey research findings indicate that a positive orientation does not demonstrate a strong correlation with tendency to engage in open dialogue during negotiation processes.