Análisis de las características psicométricas y estructura factorial del "Cuestionario de Actitudes hacia la Negociación" (CAN)

This paper presents a device to measure the attitude supported by negotiators towards negotiation as on oppropiote process for conflict management, the Cuestionario de Actitudes hacia lo Negociacion (CAN). In addition to setting up a diagnosis of the attitudinal structure between the parts, CAN allows us to measure the negotiating climate, to make predictions obout the development of interaction and to endow us with appropiate mechanisms of intervention. It shows an empirical fitness of the resulting factors of the study, carried out running the CAN with 82 effective negotiators, with regard to theoretical dimensions proposed in Walton & McKersie's model (1965) and to the recommendations about the use of strategies and tactics stemmed from Pruitt's model (1983). It also proves a high internal consistency (a = . 88) and reliability (r = .73).