DEVELOPMENT AND APPROBATION OF THE METHODOLOGY FOR DETERMINING THE INDIVIDUAL NEGOTIATING STYLE

Abstract

The article presents the results of development and approbation of the method for determining the negotiation style of the personality. The methodology is based on the idea of the presence of integrative and distributive styles of negotiation. Among the distinctive features of the integrative style areorientation on collective problem solving, achieving win-win solutions, establishing a productive interaction. The distributive style is characterized by the orientation of the subject on maximizing of his own profit, often to the detriment of another, the lack of focus on long-term collaboration, the perception of the partner as a method of reaching his own goals. The approbation has been conducted on a sample of 776 people. A three-component factor structure, including such scales as “Distributive style”, “Integrative style/partner oriented” and “Integrative style /situation oriented”, has been allocated. The data obtained during the psychometric evaluation of the method indicate its consistency, reliability and validity, which allows to make a conclusion on the effectiveness of the method and the possibility to use it in the studies of the peculiarities of the negotiation process.