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Psychological Processes in International Negotiations Theoretical and Practical Perspectives

:	Francesco Aquilar, Mauro Galluccio
:	Psychological Processes in International Negotiations Theoretical and Practical Perspectives
:	Springer-Verlag
:	9780387713809
:	1
:	CHF 48.70
:

:	Theoretische Psychologie
:	English

:	172
:	Wasserzeichen/DRM
:	PC/MAC/eReader/Tablet
:	PDF

A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.

Dr. Francesco Aquilar, Psych.D. (Psy.D.) is the head of the SPC (School of Specialization in Cognitive Behavioural Psychotherapy of Naples, Italy). He is also a lecturer of Cognitive Psychotherapy and lecturer of Sexuology. He is member of the Governing Body of the EABCT (European Association of Behavioural and Cognitive Therapy) since 1994. He has written and edited 8 books on psychological subjects published in Italian.

Dr. Mauro Galluccio is a political scientist with a strong background on cognitive psychology and psychotherapy, specialized in International Politics and works as a coordination officer at the DG for International Development and relations with African, Caribbean and Pacific States at the European Commission of the European Union. Additionally, Dr. Galluccio is responsible for leading a study group focused on the Psychology of Politics for the Centre of Cognitive Psychology and Psychotherapy of Naples, Italy. Dr. Galluccio has also been a political analyst and adviser to Members of the European Parliament as Director and supervisor of political cabinet teams, specialized in International and European Affairs.

	Foreword	6
	Preface	8
	Acknowledgements	12
	Introduction: Theoretical and Psychological Aspects of International Negotiation	19
	1.1 Introduction	19
	1.2 International Cooperation	21
	1.3 A Few Questions	22
	1.4 International Negotiation	24
	1.5 Value Claiming/Creating Strategies and the Interpersonal Dimension	25
	1.6 Negotiating a Working Relationship	26
	1.7 Cognition-Emotion Eliciting in International Negotiation	29
	1.8 Communication and Negotiation Process	29
	1.9 A Research Project	30
	1.10 Practical Guide: Necessary Awareness for Negotiators	31
	Peace Psychology, War Prevention: Coping with Psychological Elements	33
	2.1 Psychological Insight in the Study of International Crisis	33
	2.2 Leadership Matters	34
	2.3 Groupthink	35
	2.4 Symptoms of Groupthink	36
	2.5 Groupthink Consequences	37
	2.6 How Group Membership May Influence the Individual	39
	2.7 Leaders’ Interpretation of Events	40
	2.8 International Crisis	41
	2.9 Can Crisis Be Managed?	41
	2.10 Crisis Management	42
	2.11 Options and Strategies	43
	2.12 Implementation Strategy	44
	2.13 How is it then that so Many Crises Have not Been Well Managed?	45
	2.14 The Role Cognition Plays in the Outbreak and Conduct of War	46
	2.15 Perceptions and Misperceptions	48
	2.16 Misperceptions and Self-Fulfilling Prophecy	48
	2.17 Misperception and Communications Failure	50
	2.18 Evolving Circumstances	52
	2.19 Problem Identification	54
	2.20 Information Processing	55
	2.21 Ends and Means	56
	2.22 Concluding Remarks	57
	2.23 Practical Guide: Cognitive Processes and Emotions	58
	Cognitive, Emotional, and Communicative Aspects in International Negotiation: Affective Neuroscience Contribution to the General Understanding of the Negotiation Process	61
	3.1 Introduction	61
	3.2 Perceived and Misperceived Reality	62
	3.3 Negotiators are Human Beings	63
	3.4 Interpersonal Relationships	64
	3.5 Emotions and Negotiation	65
	3.6 Human Communication Process	66
	3.7 The Cognitive Model	69
	3.8 Analysis of Beck’s Cognitive Model ( 1976, 1988, 1999, 2002)	69
	3.9 Analysis of Ellis’ Cognitive Model: Rational- Emotive, and Behavioural Approach ( 1992, 1994, 2004	Ellis
	72	Ellis
	3.10 Cognitive Interpersonal Cycles	73
	3.11 Metacommunication Process and Working Relationship	74
	3.12 Neuroscience and International Negotiation	77
	3.13 The Influence of Emotion in the Decision-Making Process	77
	3.14 Human Consciousness	79
	3.15 Motivational Processes	79
	3.16 Interpersonal Motivational Systems	80
	3.17 Affective Neuroscience	81
	3.18 Concluding Remarks	82
	3.19 Practical Guide: Interpersonal Motivational Systems and their Application in the Negotiation Context	82
	Emotional Competence in International Negotiation and Mediation Practice	86
	4.1 Introduction	86
	4.2 Emotional Experience	87
	4.3 Emotional Communication	88
	4.4 Addressing Emotion in a Negotiation Context	89
	4.5 Emotional Communication in Action During International Negotiation	91
	4.6 Emotional Competence	93
	4.7 Concluding Remarks	94
	4.8 Practical Guide: The Metarepresentational Functions and their Application to the International Negotiation	95
	Addressing Cognition and Emotion in Negotiation and Co- Mediation Practice: A Research Project	98
	5.1 Introduction	98
	5.2 Improving a Working Relationship	98
	5.3 Social Change	101
	5.4 The EU Negotiation Process	102
	5.5 Research Aim	103
	5.6 Research Methodology	104
	5.7 Descriptive Analysis 5.7.1 Overview	105
	5.7.2 Sample of Social-Economic-Demographic Variables	105
	5.8 Answer Percentage on Researched Personal Characteristics	108
	5.9 Negative Characteristics 5.9.1 Deceit	109
	5.9.2 Rigidity	109
	5.9.3 Aggressiveness	111
	5.9.4 Uncertainty	112
	5.9.5 Ambiguity	113
	5.10 Positive Characteristics	113
	5.10.1 Communication	114
	5.10.2 Empathy and Emotions	115
	5.10.3 Expectation and Breakdown	117
	5.11 Concluding Remarks	119
	5.12 Practical Guide: What Can the Negotiator Learn from the Research on Negotiation and from that on