Francesco Aquilar, Mauro Galluccio

eBook, PDF

Psychological Processes in International Negotiations (eBook, PDF)

Theoretical and Practical Perspectives

Beschreibung

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. The authors identify psychological elements that have the greatest effect on negotiation outcomes, including group identity and groupthink, egocentrism, emotional awareness and competence. They also detail the various interpersonal and communication skills as well as the steps readers can take to improve their performance. In addition, coverage identifies emotive keys to coping with stalemates and provides solid links between theoretical and practical material. This book provides negotiators with the tools needed to come to clear judgments and creative, non-aggressive solutions.

Technische Details

• Geräte: PC
• ohne Kopierschutz
• Größe: 2.94MB

Barrierefreiheit

• Text-to-Speech

Autor

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 1994. He has written and edited 8 books on psychological subjects published in Italian.

Dr. Mauro Galluccio is a political scientist with a strong background on cognitive psychology and psychotherapy, specialized in International Politics and works as a coordination officer at the DG for International Development and relations with African, Caribbean and Pacific States at the European Commission of the European Union. Additionally, Dr. Galluccio is responsible for leading a study group focused on the Psychology of Politics for the Centre of Cognitive Psychology and Psychotherapy of Naples, Italy. Dr. Galluccio has also been a political analyst and adviser to Members of the European Parliament as Director and supervisor of political cabinet teams, specialized in International and European Affairs.

Produktdetails

• Verlag: Springer US
• Seitenzahl: 172
• Erscheinungstermin: 5. Oktober 2007
• Englisch
• ISBN-13: 9780387713809
• Artikelnr.: 37287226

Rezensionen

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)