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THE TYPOLOGY OF INTERESTS AS AN INSTRUMENT OF MEDIATOR AND NEGOTIATOR
Abstract
The article is concerned with the problem of uncertain treatment of collaboration and cooperation strategies and complications connected with this approach. The key issue for this problem resolution is an ability to adequate recognition of conflicting parties interests and separation their interests from positions. To realize what is the level of analyses depth adequate to the particular situation is complicated. This is traditionally one of the most important and difficult issues not only for beginners in mediation and negotiation. Views on different types of motivating powers in conflict are analyzed in the article and possibilities to use the notion “interest” as uniting different approached are revealed. Relying upon the author's criteria the hierarchy of interests' levels is developed. It's offered to differentiate 4 types of interests based on their impact on parties' co-acting. The possibilities of the typology offered in choosing and realization of conflict behavior strategy are analyzed. The author's research of efficiency of this typology of interests in conflict situations' resolution is presented. The data proving its efficiency allow the author to offer this typology of interests as an instrument for collaborative conflict resolution.
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