Visualization Techniques in Negotiation Process
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https://elib.sfu-kras.ru/handle/2311/10323Author:
Ket, Julia S.
Yustus, Tatiana I.
Кет, Ю.С.
Юстус, Т.И.
Date:
2014-04Abstract:
Negotiations beneficial to negotiators’ interests are the most effective model of conflict resolution. This
approach to negotiations necessarily requires cooperative interaction between participants. However,
the problem of organizing cooperation remains open. This article describes visualization techniques
applicable in negotiation process and shows possibilities for effective realization of negotiation
techniques. The experimental research has shown that visualization helps to productively resolve
contradictions by allowing their registering and structuring and facilitates transition of participants’
attitudes from confrontation to cooperation Переговоры по интересам – наиболее эффективная модель разрешения конфликтов. Этот
подход к переговорам с необходимостью требует кооперативного взаимодействия участников.
Однако вопрос о средствах организации кооперации остается открытым. В статье описаны
техники визуализации, применимые в переговорном процессе, и показаны их возможности для
эффективной реализации технологии ведения переговоров. Экспериментальное исследование
показало, что визуализация способствует продуктивному разрешению противоречия за счет
его оформления и обеспечивает смену установки участников с конфронтации на кооперацию
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