Introduction: Theoretical and Psychological Aspects of International Negotiation

Human psychology is an important factor to take into the highest consideration when analysing international negotiation contexts. Cognitive psychologists and psychotherapists emphasise examination of the thoughts and beliefs connected to our emotions, moods, physical experiences, behaviours, and the events in our lives. A central idea in cognitive psychotherapy is that our perception of an event or experience powerfully affects our physiological, emotional, and behavioural responses to it (Beck, 1988; Ellis, 1994). For how people think, feel, and behave toward other individuals and groups is one essence of their warring with each other (Beck, 1999; Ellis, 1992). This book explores the interaction among cognition and emotion and negotiation practice which in a certain way and with different modalities and degree, is always affected by cognition and emotion. The objective is to set up an integrated theoretical framework of the psychological dimension of international negotiation based on cognitive, motivational, emotional, and behavioural aspects which influence the negotiation processes as a whole. The research project, which is briefly explained (for reasons of space) in Chapter 5, represents an essay to identify and analyse the importance attributed to some traits of negotiators in generating a climate of confidence and establishing a negotiation working relationship.


European Union Negotiation Process International Negotiation Interpersonal Process Interpersonal Dimension 
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© Springer Science+Business Media, LLC 2008

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