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  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Psychological Processes in International Negotiations: Theoretical and Practical Perspectives

Psychological Processes in International Negotiations: Theoretical and Practical Perspectives

Aquilar, Francesco
Galluccio, Mauro

Paperback

General LawGeneral Psychology

ISBN10: 1441924396
ISBN13: 9781441924391
Publisher: Springer Nature
Published: Oct 29 2010
Pages: 172
Weight: 0.61
Height: 0.41 Width: 6.14 Depth: 9.21
Language: English

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.

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