Psychological Processes in International Negotiations

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. The authors identify psychological elements that have the greatest effect on negotiation outcomes, including group identity and groupthink, egocentrism, emotional awareness and competence. They also detail the various interpersonal and communication skills as well as the steps readers can take to improve their performance. In addition, coverage identifies emotive keys to coping with stalemates and provides solid links between theoretical and practical material. This book provides negotiators with the tools needed to come to clear judgments and creative, non-aggressive solutions.

Authors are highly respected international experts in the field Authors bring together the disciplines of psychology and international negotiation Emphasizes the value of human psychology in the process of negotiation and mediation Facilitates the recognition of potential disputes before they occur in order to prevent them Presents a framework for psychologically proactive negotiations Highlights mental traps and habits to avoid in negotiations

Autorentext

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.

Inhalt
Introduction: Theoretical and Psychological Aspects of International Negotiation.- Peace Psychology, War Prevention: Coping with Psychological Elements.- Cognitive, Emotional, and Communicative Aspects in International Negotiation: Affective Neuroscience Contribution to the General Understanding of the Negotiation Process.- Emotional Competence in International Negotiation and Mediation Practice.- Addressing Cognition and Emotion in Negotiation and Co-Mediation Practice: A Research Project.- What Psychotherapy Has Done and Can Offer for International Negotiation and Mediation.- Further Directions: Toward a Cognitive-Oriented Post-Graduate School of Negotiation and Mediation.- Practice and Exercises for Negotiators and Mediators.- Features of a Training Program Organised in 15 Meetings; Frontal/Face to Face Lessons, Art-Therapeutic Techniques, Microanalysis of Negotiation Sequences, Emotional and Metacognitive Awareness, Overcoming of Egocentrism, and Renarration of Experience.- Conclusion.