A Web Tool to Analyse Negotiation Behavior

Decision-making processes in any context usually require great effort in solving regular conflicts. One approach to handle conflicts is through negotiation, which requires a wide range of strategies and personal skills. Moreover, during crisis periods, enterprises tend to downsize and the remaining professionals have to improve their negotiation aptitudes in order to maintain the organization alive. Experienced negotiators assert that the preparation stage is vital to achieve successful deals, but one of the major issues faced by negotiators, especially beginners, is to realize when they are technically and emotionally ready. Regarding the psychological side, sometimes it is difficult to measure how professionals behave when initiating negotiation modeling. Under this scenario, a Web Tool has been designed to support professionals to find out their levels of proficiency and behavior trends while negotiating. Therefore, this paper aims at presenting features of this environment, which combines psychological tests, behavioral simulations and negotiation games to set the negotiator skills profile. In addition, some studies and results are presented.