UNCERTAINTY OF THE NEGOTIATION SITUATION AND WAYS TO OVERCOME IT

Abstract

The purpose of this work is to study the role of a set of individual characteristics of the negotiator’s personality in predicting the course of upcoming negotiations as a type of communication in the situation of uncertainty. Methodology and Approach. An empirical study was conducted using the following methods: the Mayer-Salovey-Caruso emotional intelligence test, the “Cultural intelligence” questionnaire, the relations diagnostic test, the Methods of the negotiation style evaluation, the questionnaire “Tolerance-intolerance to uncertainty”, the “I7” questionnaire. Results. It is shown that taking into account the individual characteristics of the negotiations participants can help to reduce the uncertainty of the forthcoming negotiations by predicting their course. Theoretical and Practical Implications. The specifics of negotiations are described; the complexes of individual characteristics of the negotiators’ personality that affect the forecasting of the negotiation process and reduce its probabilistic uncertainty are identified.

Keywords

• negotiations
• predicting
• individual personality characteristics
• uncertainty