თვითქმნადი წინასწარმეტყველების გავლენა მოლაპარაკების პროცესზე

Prior thesis has demonstrated the impact of Self-fulfilling prophecy on negotiation process.
The main purpose of this study is to answer the question, what role does self-fulfilling prophecy _ surmise on some future behavior or event that causes the change in current relationships as it was expected _ plays in the process of face to face interaction, in particular, in the process of negotiation. Accordingly, the author of above cited research examines the impact of behavior, the perceiver’s belief and social stereotypes, as the influence of whole system on the process of negotiation.
This paper discusses the different theoretical approaches on negotiation and self-fulfilling prophecy and it outlines some factors like a gender, nationality and social stereotypes, which have substantial effects on self-fulfilling prophecy as well as on negotiation.
The second part of the thesis provides an analysis of empirical research, which discusses the influence of the component parts of self-fulfilling prophecy: belief, behavior and stereotypes on the perceiver and the target in negotiation process. It also analyzes the process of manipulation on the perception of participants through the above-mantioned factors.