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Book chapter

The subjective differences analysis of rejected alternatives importance as approach to negotiation efficiency evaluation

The situation of the negotiations’ high variability and difficulties of the result submission became the reason of the difficulties with their laboratory reproduction. In these conditions it is hard to estimate the impact of individual and personality differences on the process of negotiations, as to evaluate the degree and the direction of influence is possible only in comparison with the results of the conversation. This fact also creates difficulties for both development of effective methods of negotiation and creation of diagnostic norms for the personnel selection. As a result, case studies became popular as a method for laboratory reproduction of the negotiations situation, though the efficiency of this method is seriously questioned. The analysis of the errors of the interpreted results of the psychological studies on negotiations, taken with numerous proceedings on mathematical modeling of situations of negotiations, allowed us to develop a new approach to the problem of the efficiency evaluation of the negotiation process. This approach is based on comparative analysis of the subjective importance of the negotiations results and the value of the declined alternatives, which is made in specific cases limited up to 10 situation alternatives. The importance of all the alternatives results is evaluated using subjective indicators as well as objective ones.