Lagodzinska V. Formation of entrepreneurs' psychological readiness for conducting negotiations.

The dissertation is dedicated to the analyses of distinctive features of entrepreneurs' training in business negotiating. The work contains the theoretical substantiation, methods and results of the empirical investigation of the problem in question. The investigation reveals the contents and structure of entrepreneurs' readiness for business negotiating as well as analyzes its basic components (motivational, cognitive, operational, and personality). The investigation found low development of entrepreneurs' psychological readiness for business negotiating. The author analyzed correlations between the basic components of entrepreneurs' psychological readiness for business negotiating and a number of factors of mezzo and macro levels. In order to develop the basic components of the entrepreneurs' psychological readiness for business negotiating the author designed a training course 'Formation of entrepreneurs' psychological readiness for business negotiating'.