EFFECTIVENESS OF THE BASIC PROGRAM FOR TRAINING NEGOTIATORS

Abstract

The specific nature of professional negotiators‟ work implies special requirements to the level of their competence, psychological and physical training and requires consideration of their individual psychophysiological and personal characteristics during training. The formation process of the culture of negotiations should be holistic, systemic and variable based on the culturological, individual and systemic approaches. During the process of implementation it is necessary to use the elaborated socio-psychological criteria for evaluating the effectiveness of the program of basic training in order to improve the negotiating competences and to develop professionally important qualities of negotiators and profilers. Within the study was conducted a socio-psychological experiment in which members of three experimental groups were trained step by step according to the developed basic program of training negotiators. The results of the experiment show the effectiveness of the basic program of training negotiators as well as the possibility of using as criteria of effectiveness the following indicators: positive dynamics of the number of successfully conducted negotiations, positive dynamics of the number of detected indications of unreliable information, positive dynamics in change of general integral index reflecting he correlation (the hierarchy depending on specialization of negotiations) of methods of analysis of the hierarchies of professionally important qualities of potential negotiators.