Psychological processes in international negotiations : theoretical and practical perspectives / Francesco Aquilar, Mauro Galluccio ; [foreword by Albert Ellis].

Includes bibliographical references (pages 153-165) and index.

1. Introduction: Theoretical and Psychological Aspects of International Negotiation -- 2. Peace Psychology, War Prevention: Coping with Psychological Elements -- 3. Cognitive, Emotional, and Communicative Aspects in International Negotiation: Affective Neuroscience Contribution to the General Understanding of the Negotiation Process -- 4. Emotional Competence in International Negotiation and Mediation Practice -- 5. Addressing Cognition and Emotion in Negotiation and Co-Mediation Practice: A Research Project -- 6. What Psychotherapy Has Done and Can Offer for International Negotiation and Mediation -- 7. Further Directions: Toward a Cognitive-Oriented Post-Graduate School of Negotiation and Mediation -- 8. Practice and Exercises for Negotiators and Mediators -- 9. Features of a Training Program Organised in 15 Meetings; Frontal/Face to Face Lessons, Art-Therapeutic Techniques, Microanalysis of Negotiation Sequences, Emotional and Metacognitive Awareness, Overcoming of Egocentrism, and Renarration of Experience -- 10. Conclusion.

"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."--BOOK JACKET.