| 摘要 | 第4-5页 |
| Abstract | 第5页 |
| 1 Scientific research on communicative and psychological influence in communicativebusiness interaction | 第7-16页 |
| 1.1 Essence of communicative and psychological influence | 第7-8页 |
| 1.2 Types of communicative and psychological influence | 第8-12页 |
| 1.3 Types of speech influence | 第12-13页 |
| 1.4 Models of communicative and psychological influence and their mechanisms | 第13-16页 |
| 2 Research of the elements of the hidden guidance model | 第16-27页 |
| 2.1 Collecting operating information on the addressee | 第16-20页 |
| 2.2 Examining targets of influence | 第20-22页 |
| 2.3 Analysis of involvement | 第22-23页 |
| 2.4 Background provision | 第23-25页 |
| 2.5 Motivation for action | 第25-27页 |
| 3 Transactional analysis of hidden guidance | 第27-42页 |
| 3.1 The concept of transactional analysis of hidden guidance and its essence | 第27-32页 |
| 3.2 Implementation of transactional analysis during negotiations | 第32-34页 |
| 3.3 Techniques of linguistic manipulation during negotiations | 第34-36页 |
| 3.3.1 Manipulative techniques of persuasion | 第35页 |
| 3.3.2 Techniques of suggestion | 第35-36页 |
| 3.4 Tactics of conducting negotiations | 第36-42页 |
| 4 Practical recommendations for optimization of hidden guidance techniques duringnegotiations | 第42-56页 |
| 4.1 Ethnopsycholinguistic peculiarities of communicative behavior of businesspartners | 第42-48页 |
| 4.2 Hidden guidance of business partners taking into account their ethnopsycholinguistic peculiarities | 第48-56页 |
| CONCLUSION | 第56-58页 |
| LIST OF REFERENCES | 第58-61页 |
| APPENDIX | 第61-62页 |
| PUBLICATIONS | 第62-63页 |
| ACKNOWLEDGEMENT | 第63-64页 |
