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Article

Влияние аффективного, когнитивного и ситуативного факторов на принятие решения в переговорах (на примере «дилеммы заключенных»)

Хачатурова М. Р., Кузьмичева Ж. Э.

We present the results of testing the hypothesis about the influence of affective, cognitive and situational factors on decision-making. We describe an experiment in which the process of negotiating was modeled with the help of “Prisoners’ Dilemma” game theory. The study involved 150 subjects, 86 women and 64 men, mean age was 20.6 years. The results showed that positive emotions increase the likelihood of a decision in favor of a strategy of cooperation. With negative emotions, the opponents tend to choose a strategy of confrontation. In forming the effect of the disposition, aimed at the choice of cooperation strategy, the likelihood of a decision-making in accordance with this disposition increases. If time is short, the opponent chooses a strategy of confrontation. On the basis of these results a number of practical recommendations and a program of psychological training can be formulated.