Psychological Processes in International Negotiations

Preface Chapter 1 Introduction: 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 2 Peace 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 3 Cognitive, 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 4 Emotional competence in international negotiation and mediation practice Introduction Emotional Experience Emotional Communication Addressing Emotion in a Negotiation Context Emotional Communication in