Psychological Processes in International Negotiations: Theoretical and Practical Perspectives by Francesco AquilarPsychological Processes in International Negotiations: Theoretical and Practical Perspectives by Francesco Aquilar

Psychological Processes in International Negotiations: Theoretical and Practical Perspectives

byFrancesco Aquilar, Mauro Galluccio

Paperback | October 29, 2010

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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...
Title:Psychological Processes in International Negotiations: Theoretical and Practical PerspectivesFormat:PaperbackDimensions:191 pagesPublished:October 29, 2010Publisher:Springer New YorkLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:1441924396

ISBN - 13:9781441924391

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Table of Contents

Preface Chapter 1Introduction: theoretical and psychological aspects of international negotiation Introduction International Co-operation Few questions International Negotiation Value Claiming/Creating Strategies and Interpersonal Dimension Negotiating a Working Relationship Cognition-Emotion Eliciting in International Negotiation Communication and Negotiation Process A Research Project Practical Guide: The necessary awareness's for negotiators Chapter 2Peace psychology, war prevention: coping with psychological elements Psychological insight in the study of international crisis Leadership matters Groupthink Symptoms of Groupthink Groupthink Consequences How group membership may influence the individual? Leaders' interpretation of the events International crisis Can crisis be managed? Crisis Management Options and Strategies Implementation Strategy How is it then that so many crises have not been well managed? The Role cognition plays in the Outbreak and Conduct of War Perceptions and Misperceptions Misperceptions and Self-fulfilling Prophecy Misperception and Communications Failure Evolving Circumstances Problem Identification Information processing Ends and Means Concluding Remarks Practical Guide: Cognitive Processes and emotions Chapter 3Cognitive, emotional and communicative aspects in International Negotiation: Affective Neuroscience contribution to the general understanding of the negotiation process Introduction Perceived and Misperceived Reality Negotiators are Human Beings Interpersonal Relationship Emotions and negotiation Human Communication Process The Cognitive Model Analysis of Beck's Cognitive Model (1976, 1988, 1999, 2002) Analysis of Ellis' Cognitive Model: Rational-Emotive, and Behavioural Approach (1992, 1994; 2004; Ellis & Crawford, 2001) Cognitive Interpersonal Cycles Meta-communication process and working relationship Neuroscience and International Negotiation The Influence of Emotion in Decision Making Process Human Consciousness Motivational Processes Interpersonal Motivational Systems Affective Neuroscience Concluding Remarks Practical Guide: The Interpersonal Motivational Systems and their application in the negotiation context Chapter 4Emotional competence in international negotiation and mediation practice Introduction Emotional Experience Emotional Communication Addressing Emotion in a Negotiation Context Emotional Communication in Action during International Negotiation Emotional Competence Concluding remarks Practical Guide: The Meta-representational Functions and their application to the international negotiation Chapter 5Addressing cognition and emotion in negotiation and co-mediation practice: a research project Introduction Improving a working relationship Social Change The EU Negotiation Process Research Research Methodology Descriptive Analysis Overview Sample of Social-Economic-Demographic Variables Answers Percantage or Reserarched Personal Characteristics Negative characteristics Deceit Rigidity Aggressiveness Uncertainty Ambiguity Positive Characteristics Communication Empathy and Emotions Expectation and Breakdown Concluding Remarks Practical Guide: What could the negotiator learn from the researches on the negotiation and from those on the hope? Chapter 6What psychotherapy has done and can offer for international negotiation and mediation Cognitive Psychotherapy and International Negotiation: Historical Features Critics to the Standard Cognitive Approach Application Sphere Contributes' Synthesis Metarepresentation and Metacognition Conclusion remarks Practical Guide: Cognitive Social Psychotherapy in action Chapter 7Conclusions Further directions: Towards a Cognitive-Oriented Post-graduate School of Negotiation and Mediation The project of a European Cognitive School of International Negotiation Practical Guide: Group Cognitive Training and Trainees' Characteristics Chapter 8Concrete Objectives Improving Comprehension of Processes: How to Negotiate A three-dimensional theory of the individual knowledge: cognitive-emotional organization, attachment modality, meta-cognition development The cognitive-emotional organizations and their evolutionary meaning The attachment modalities and the internal working models The personality at the back of (behind): types of cognitive egocentrism, problematic interpersonal cycles, levels of meta-cognition, organization of aims, control/discontrol of the impulses Diagnosis and self-diagnosis of the three dimensions Improving cognitive skills and overcoming cognitive distortions Improving behavioural and social skills Improving communicative skills Improving emotional competence and meta-cognitive functions Improving mindfulness and concentration Improving frustration tolerance and hope processes Chapter 9Features of a training program organised in 15 meetings: frontal/face to face lessons, art-therapeutic techniques, microanalysis of negotiation sequences, emotional and meta-cognitive awareness, overcoming of egocentrism, and re-narration of the experience First day Second day Third Fourth day Fifth day Sixth day Seventh day Eighth day Ninth day Tenth day Eleventh day Twelfth day Thirteenth day Fourteenth day Fifteenth day Chapter 10Final Vision of the Whole Appendix 1 Appendix 2 Appendix 3 References

Editorial Reviews

From the reviews:"Aquilar and Galluccio present a broad range of theoretical perspectives related to the negotiators and the collaborative process . . The intended audience is laypeople interested in exploring psychological and political topics related to negotiation in a culturally rich environment. . It is also intended for those in the fields of psychology, international relations, and professional negotiations . . Psychological Processes in International Negotiations is timely, as today we are all more fully aware of the global society within which we live." (Scott W. Brown, PsycCRITIQUES, Vol. 53 (24), 2008)