In this text I discuss the cognitive and non-cognitive factors that determine the effectiveness of persuasion and argumentation which I dub “persuasive imponderabilia” due to the obvious difficulties with the operationalization ...

The paper presents the results of a sets of experimental studies on the impact of activating the recipient’s personal standards on the persuasiveness of the communication effect. The results obtained in Polish cultural ...

The article provides an overview of the classic and contemporary trics and dirty manners in negotiating. There are such approaches as the school of neurolinguistic programming or the approach of cognitive dissonance. It ...