Organizational and managerial context of using manipulation techniques in communication: implementation mechanisms, goals, and social consequences

Abstract

The article provides a theoretical analysis of the organizational and managerial context using the technique of manipulation in communication. The essence of manipulation as a hidden communicative influence used in managerial activities to achieve certain organizational goals is revealed. The main mechanisms for implementing manipulative techniques are analyzed, in particular, an appeal to authority, creating the illusion of choice, information pressure and emotional suggestion. Particular attention is paid to the goals of using manipulation in the activities of managers and its social and psychological research for personnel and organizational culture. It is substantiated that, with possible short-term effectiveness, the systematic use of manipulative techniques in communication leads to a decrease in the level of trust, internal motivation and a decrease in the socio-psychological climate in the team. The article offers a practice-oriented toolkit in the form of situational tasks, cases, analytical tasks and project work aimed at developing the ability to identify manipulative influence and counteract it in managerial communication. The feasibility of implementing ethically oriented communication strategies as an alternative to manipulation in modern management is emphasized. The results of the study emphasize the need to transition from manipulative strategies to open persuasion, dialogue and value communication in the management organization. The article concludes that ethical and transparent communication not only ensures long-term effectiveness, but also supports a healthy socio-psychological climate and sustainable activities of the organization.