Psychological processes in international negotiations : theoretical and practical perspectives

• Main Authors: Aquilar, Francesco, Galluccio, Mauro
• Format: Book
• Language: English
• Published: Springer 2017
• Subjects: Negotiating > psychology ; International relations > Psychological aspects; 327.101
• Online Access: http://repository.vnu.edu.vn/handle/VNU_123/26450
• Institution: Vietnam National University, Hanoi

Global interests are at stake at the treaty table. But personalities on either side can create difficulties apart from the issues. A skilled negotiator needs to be able to defuse the tensions and misperceptions that can derail progress. But there are few resources that offer a combination of psychological knowledge with the skills of persuasion. Now, a unique collaboration between experts in cognitive psychotherapy and political science, Psychological Processes in International Negotiations provides such a resource. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to Albert Ellis’ rational-emotive model of behavior to attachment and meta-cognitive functions, the book explains how the negotiation process works, under both adverse and optimum conditions. The authors identify psychological elements (in participants and in negotiators themselves) that have the greatest effect on negotiation outcomes, including group identity and groupthink, egocentrism, emotional awareness and competence, and the various interpersonal and communication skills, as well as steps readers can take to improve their performance. With this book, negotiators have the tools to come to clear judgments and creative, non-aggressive solutions