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Psychological Processes in International Negotiations - Theoretical and Practical Perspectives
Francesco Aquilar, Mauro Galluccio
Verlag Springer-Verlag, 2007
ISBN 9780387713809 , 172 Seiten
Format PDF, OL
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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 & Crawford, 2000)
72
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 Hope?
121
What Psychotherapy Has Done and Can Offer for International Negotiation and Mediation
124
6.1 Cognitive Psychotherapy and International Negotiation: Historical Features
124
6.2 Critics of the Standard Cognitive Approach
125
6.3 Application Sphere
126
6.4 Contribution Synthesis
127
6.5 Metarepresentation and Metacognition
129
6.6 Concluding Remarks
130
6.7 Practical Guide: Cognitive Social Psychotherapy in Action
131
Further Directions: Toward a Cognitive- Oriented Post- Graduate School of Negotiation and Mediation
133
7.1 The Project of a European Cognitive School of International Negotiation
139
7.2 Practical Guide: Group Cognitive Training and Trainees’ Characteristics
140
Practice and Exercises for Negotiators and Mediators
142
8.1 Concrete Objectives
142
8.2 Improving Comprehension of Processes: How to Negotiate
143
8.3 A Three-Dimensional Theory of Individual Knowledge: Cognitive- Emotional Organization, Attachment Modality, Meta- Cognition Development
143
8.4 The Cognitive-Emotional Organizations and Their Evolutionary Meaning
144
8.5 The Attachment Modalities and the Internal Working Models
146
8.6 The Personality Behind Types of Cognitive Egocentrism, Problematic Interpersonal Cycles, Levels of Metacognition, Organization of Aims, Control/ Discontrol of Impulses
148
8.7 Diagnosis and Self-Diagnosis of the Three Dimensions
150
8.8 Improving Cognitive Skills and Overcoming Cognitive Distortions
150
8.9 Improving Behavioural and Social Skills
151
8.10 Improving Communicative Skills
152
8.11 Improving Emotional Competence and Metacognitive Functions
152
8.12 Improving Mindfulness and Concentration
153
8.13 Improving Frustration Tolerance and Hope Processes
153
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
154
9.1 First Day
154
9.2 Second Day
155
9.3 Third Day
157
9.4 Fourth Day
158
9.5 Fifth Day
159
9.6 Sixth Day
159
9.7 Seventh Day
159
9.8 Eighth Day
159
9.9 Ninth Day
159
9.10 Tenth Day
159
9.11 Eleventh Day
160
9.12 Twelfth Day
160
9.13 Thirteenth Day
160
9.14 Fourteenth Day
161
9.15 Fifteenth Day
162
Conclusion
163
Dangerous Human Characteristics in the Study of ACP– EU International Negotiations
164
Less Negative Factors (Depending on Different Perceptions) in the Study of ACP– EU International Negotiations
167
Positive Factors in the Study of ACP– EU International Negotiations
169
References
171
Index
184
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