Conclusion

In the discourse developed here, we have tried to establish a bridge between two apparently distant disciplines: international negotiation and cognitive psychotherapy. Such a bridge has been built in developing an analysis of the cognitive and emotional processes identifiable in international negotiation, and applying the results of this analysis to propose and to delineate a project of specific training for negotiators, which in a limited period of time would allow the negotiators to acquire the ability to understand their interlocutors and to master their emotions, useful in improving the quality and, one hopes, partially also the results of the negotiation.