Psychological processes in international negotiations : theoretical and practical perspectives / Francesco Aquilar, Mauro Galluccio.

Format:

Book

Contributor:

Aquilar, Francesco.

Galluccio, Mauro.

Language:

English

Subjects (All):

Diplomatic negotiations in international disputes.

International relations--Psychological aspects.

International relations.

Negotiation.

Physical Description:

xix, 171 pages : illustrations ; 25 cm

Place of Publication:

New York : Springer, [2008]

Summary:

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. There are few sources that combine the 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, 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.

Contents:

1 Introduction: Theoretical and Psychological Aspects of International Negotiation 1

1.2 International Cooperation 3

1.3 A Few Questions 4

1.4 International Negotiation 6

1.5 Value Claiming/Creating Strategies and the Interpersonal Dimension 7

1.6 Negotiating a Working Relationship 8

1.7 Cognition-Emotion Eliciting in International Negotiation 11

1.8 Communication and Negotiation Process 11

1.9 A Research Project 12

1.10 Practical Guide: Necessary Awareness for Negotiators 13

2 Peace Psychology, War Prevention: Coping with Psychological Elements 15

2.1 Psychological Insight in the Study of International Crisis 15

2.2 Leadership Matters 16

2.3 Groupthink 17

2.4 Symptoms of Groupthink 18

2.5 Groupthink Consequences 19

2.6 How Group Membership may Influence the Individual? 21

2.7 Leaders' Interpretation of Events 22

2.8 International Crisis 23

2.9 Can Crisis Be Managed? 23

2.10 Crisis Management 24

2.11 Options and Strategies 25

2.12 Implementation Strategy 26

2.13 How is it then that so Many Crises Have not Been Well Managed? 27

2.14 The Role Cognition Plays in the Outbreak and Conduct of War 28

2.15 Perceptions and Misperceptions 30

2.16 Misperceptions and Self-fulfilling Prophecy 30

2.17 Misperception and Communications Failure 32

2.18 Evolving Circumstances 34

2.19 Problem Identification 36

2.20 Information processing 37

2.21 Ends and Means 38

2.23 Practical Guide: Cognitive Processes and Emotions 40

3 Cognitive, Emotional, and Communicative Aspects in International Negotiation: Affective Neuroscience Contribution to the General Understanding of the Negotiation Process 43

3.2 Perceived and Misperceived Reality 44

3.3 Negotiators are Human Beings 45

3.4 Interpersonal Relationships 46

3.5 Emotions and Negotiation 47

3.6 Human Communication Process 48

3.7 The Cognitive Model 51

3.8 Analysis of Beck's Cognitive Model (1976, 1988, 1999, 2002) 51

3.9 Analysis of Ellis' Cognitive Model: Rational-Emotive, and Behavioural Approach (1992, 1994; 2004; Ellis & Crawford, 2000) 54

3.10 Cognitive Interpersonal Cycles 55

3.11 Metacommunication Process and Working Relationship 56

3.12 Neuroscience and International Negotiation 59

3.13 The Influence of Emotion in the Decision-Making Process 59

3.14 Human Consciousness 61

3.15 Motivational Processes 61

3.16 Interpersonal Motivational Systems 62

3.17 Affective Neuroscience 63

3.19 Practical Guide: Interpersonal Motivational Systems and their Application in the Negotiation Context 64

4 Emotional Competence in International Negotiation and Mediation Practice 68

4.2 Emotional Experience 69

4.3 Emotional Communication 70

4.4 Addressing Emotion in a Negotiation Context 71

4.5 Emotional Communication in Action During International Negotiation 73

4.6 Emotional Competence 75

4.8 Practical Guide: The Metarepresentational Functions and their Application to the International Negotiation 77

5 Addressing Cognition and Emotion in Negotiation and Co-Mediation Practice: A Research Project 80

5.2 Improving a Working Relationship 80

5.3 Social Change 83

5.4 The EU Negotiation Process 84

5.5 Research Aim 85

5.6 Research Methodology 86

5.7 Descriptive Analysis 87

5.8 Answer Percentage on Researched Personal Characteristics 90

5.9 Negative Characteristics 91

5.10 Positive Characteristics 95

5.12 Practical Guide: What can the Negotiator Learn from the Research on Negotiation and from that on Hope? 103

6 What Psychotherapy Has Done and Can Offer for International Negotiation and Mediation 106

6.1 Cognitive Psychotherapy and International Negotiation: Historical Features 106

6.2 Critics of the Standard Cognitive Approach 107

6.3 Application Sphere 508

6.4 Contribution Synthesis 109

6.5 Metarepresentation and Metacognition 111

6.7 Practical Guide: Cognitive Social Psychotherapy in Action 113

7 Further Directions: Toward a Cognitive-Oriented Post-Graduate School of Negotiation and Mediation 115

7.1 The Project of a European Cognitive School of International Negotiation 121

7.2 Practical Guide: Group Cognitive Training and Trainees' Characteristics 122

8 Practice and Exercises for Negotiators and Mediators 124

8.1 Concrete Objectives 124

8.2 Improving Comprehension of Processes: How to Negotiate 125

8.3 A Three-Dimensional Theory of Individual Knowledge: Cognitive-Emotional Organization, Attachment Modality, Meta-Cognition Development 125

8.4 The Cognitive-Emotional Organizations and their Evolutionary Meaning 126

8.5 The Attachment Modalities and the Internal Working Models 128

8.6 The Personality Behind Types of Cognitive Egocentrism, Problematic Interpersonal Cycles, Levels of Metacognition, Organization of Aims, Control/Discontrol of Impulses 130

8.7 Diagnosis and Self-Diagnosis of the Three Dimensions 132

8.8 Improving Cognitive Skills and Overcoming Cognitive Distortions 132

8.9 Improving Behavioural and Social Skills 133

8.10 Improving Communicative Skills 134

8.11 Improving Emotional Competence and Metacognitive Functions 134

8.12 Improving Mindfulness and Concentration 135

8.13 Improving Frustration Tolerance and Hope Processes 135

9 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 136

9.1 First Day 136

9.2 Second Day 137

9.3 Third Day 139

9.4 Fourth Day 140

9.5 Fifth Day 141

9.6 Sixth Day 141

9.7 Seventh Day 141

9.8 Eighth Day 141

9.9 Ninth Day 141

9.10 Tenth Day 141

9.11 Eleventh Day 142

9.12 Twelfth Day 142

9.13 Thirteenth Day 142

9.14 Fourteenth Day 143

9.15 Fifteenth Day 144.

Notes:

Includes bibliographical references (pages 153-165) and index.

ISBN:

9780387713786

0387713786

OCLC:

156812980