Год издания: 2007
Количество страниц: 171
В продаже с 18.01.2012
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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. 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...