an integral characteristic that reflects the degree of its favorability or unfavorability for achieving the goals of a particular participant. It is determined by a combination of factors: from the psychological atmosphere and the balance of forces to external conditions (time, place, information background). Positive valence means that the environment contributes to the realization of the interests of the party (for example, trust, openness), negative valence creates systemic obstacles (fierce competition, pressure, lack of time). The ability to assess and influence valence allows the negotiator to adapt tactics and strengthen his position.