The article presents the results of the study of the role of such individual characteristics of personality as: its inherent negotiation style, the level of emotional and cultural intelligence, tolerance to uncertainty and impulsivity in the situation of forecasting the course of the negotiation process, which is characterized by unpredictability and may have a cross-cultural character. Various predicative role of individual-personal characteristics in assessing the upcoming negotiations as integrative or distributive is revealed.

negotiations, prognostication, individual personality characteristics

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