The Role of Personal Factors in the Mental Models of Successful Business Negotiations

The purpose of the study is to study the role of a person’s personal qualities in mental models of business negotiations and to determine those personality characteristics that contribute to the successful conduct of business communications. To achieve this goal, an analysis of the literature on this topic will be carried out, as well as examples from coaching practice will be considered that confirm the importance of psychoanalytic correction of the negotiator’s personal factors by a professional business coach. The study examined such personal qualities of the negotiator as respect for the interlocutor, the level of empathy, perseverance, the aspect of manifestation of authoritarianism in the negotiation process and other factors influencing the effectiveness of their conduct. In addition, recommendations are given for the development of these qualities. The psychoanalytic approach used in the empirical part of the study - the method of free association - allows us to identify and release the client's unconscious desires and conflicts that underlie his anxiety about the upcoming negotiation process. Theoretical justification and practical research of the role of personal factors in the mental models of successful business negotiations clearly demonstrates the important role played by the internal qualities of the negotiator and their psychological analysis in the process of conducting business negotiations. This is what determines the success of all upcoming communication and directly affects the final result. To achieve a positive result in the chosen type of negotiation and the mental model defined for it, it is necessary to have such qualities as persistence, respect, authoritarianism and empathy. A psychoanalytic approach to developing and strengthening the negotiator's personality factors can help prepare for the negotiations themselves, as it allows for a deeper understanding of one's own motives, fears and desires, as well as the behavior of other people. Thanks to this, you can better prepare for difficult situations and learn to manage your emotions. Business consulting and transaction support using psychoanalytic methods helps to understand internal conflicts and limitations that may interfere with the achievement of goals. For example, fear of failure or unconscious desires can influence decision making during negotiations. In particular, this approach has proven useful in practice for those who want to become more effective negotiators and learn to better manage their emotions in difficult situations. The free association method, which was used for empirical research, has shown its effectiveness in revealing the nature of the necessary personal qualities of a negotiator, in analyzing the components of these qualities and the ways of their development and strengthening for the implementation of the chosen mental model of negotiations.