Psychological aspects of negotiation

The theoretical part of the paper presents key topics of negotiation research - definition issues, phases of negotiation, distributive and integrative negotiation, negotiation - related variables (personal, emotional-motivational, cognitive, and interpersonal) and finally methods and approaches of studying negotiation. The empirical part of the paper consists of two related studies. The first part maps relations between variables in model negotiation. It pilots two tools - the Individualistic Orientation Inventory (IOI) and the Subjective Value Inventory (SVI - new Czech version). The second part uses 30-second segments of mute video recording from the beginning of the model negotiations in the first part of study. Naive judges then evaluate these thin slices of communication and guess the result (agreement/disagreement). The naive judges are found to predict the future results on a significant level. The effect of additional information on nonverbal communication and negotiation was proven to increase effect of the ability of intuitive judgment