Manipulation of the interlocutor in business communication situations (based on the material of German cinema)
Gazizov Rafael Arkadjevich, Dilmukhametova Arina Valerjevna
Ufa University of Science and Technology
Submitted: 02.03.2023
Abstract. The paper presents the most common ways of manipulating the interlocutor in the business communication of Germans using the example of dialogues from modern German films. The authors consider the basic principles of business interaction between partners in order to identify deviations from the norms of communicative behaviour. The aim of the research is to identify and describe the main tactics of manipulation in the business communication of Germans. The paper examines acts of manipulation, the linguistic units used for further recognition of an act of manipulation and also reveals Germans’ response to manipulation attempts. In addition, the authors consider the main personality types of the manipulator in business communication. The research is novel in that it is the first to consider the linguistic units peculiar to the act of manipulation in German business communication. As a result of the study, it has been found that the main tactics of the manipulator’s behaviour in business communication are his/her attempt to depart from the accepted norms of behaviour in the business communication of Germans by creating situations unusual for the manipulated person (tactics of departure from generally accepted norms), as well as the tactics of seduction, implemented through the use of the manipulator’s personal qualities.
Key words and phrases: деловое общение, манипуляция, менеджер, немецкий партнер, business communication, manipulation, manager, German partner
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