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.

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 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.

Highlights of the coverage: Cognition and emotion in the context of negotiation; Characteristics/traits of successful, proactive negotiators; Cognitive views of war and international crisis; Meta-communications and the working relationship; Emotive keys to coping with stalemates; Summaries of a 15-session cognitive/emotional training program for negotiators, and the proposed European Cognitive School of International Negotiation; “Practical guide” ections linking theoretical and practical material.

This synthesis of scientific insights and real-world applications makes Psychological Processes in International Negotiations necessary reading for negotiators, mediators, and conflict managers, as well as for students and researchers in this field. The authors’ premise is clear: peace and stability create winners on all sides.

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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.

Highlights of the coverage:

• Cognition and emotion in the context of negotiation.
• Characteristics/traits of successful, proactive negotiators.
• Cognitive views of war and international crisis.
• Meta-communications and the working relationship.
• Emotive keys to coping with stalemates.
• Summaries of a 15-session cognitive/emotional training program for negotiators, and the proposed European Cognitive School of International Negotiation.
• "Practical guide" sections linking theoretical and practical material.

This synthesis of scientific insights and real-world applications makes Psychological Processes in International Negotiations necessary reading for negotiators, mediators, and conflict managers, psychologists, and psychotherapists, as well as for students and researchers in this field. The authors’ premise is clear: peace and stability create winners on all sides.

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