Peace is one of the most sought after commodities around the world, and as a result, individuals and countries employ a variety of tactics to obtain it. One of the most common practices used to accomplish peace is negotiation. With its elevated role in the dialogue surrounding peace, negotiation is often steeped in politics and focused on managing parties in conflict. However, the art and science of negotiation can and should be viewed more broadly to include a psychological and cognitive approach. Psychological and Political Strategies for Peace Negotiation gathers the foremost authors in the field and combines their expertise into a volume which addresses the complexity of peace negotiation strategies. To further underscore the importance of successful negotiation strategies, the editors have also included the unique perspective of authors with personal experience with political upheaval in Serbia and Lebanon. Though each chapter focuses on a different topic, they are integrated to create a foundation for future research and practice. Specific topics included in this volume embrace: • Changing minds and the multiple intelligence (MI) framework • Personal schemas in the negotiation process • Escalation of image in international conflicts • Representative decision making • Transformative leadership for peace negotiation Psychological and Political Strategies for Peace Negotiation is an essential reference for psychologists, negotiators, mediators, and conflict managers, as well as for students and researchers in international, cross-cultural and peace psychology studies.
Psychological and Political Strategies for Peace Negotiation wwwwwwwwww Francesco Aquilar Mauro Galluccio ● Editors Psychological and Political Strategies for Peace Negotiation A Cognitive Approach Editors Francesco Aquilar Center for Cognitive Psychology and Psychotherapy Via Guido de Ruggiero 118 80128 Napoli Italy
[email protected] Mauro Galluccio European Association for Negotiation and Mediation (EANAM) Square Ambiorix 32/43 B-1000 Bruxelles Belgium
[email protected] ISBN 978-1-4419-7429-7 e-ISBN 978-1-4419-7430-3 DOI 10.1007/978-1-4419-7430-3 Springer New York Dordrecht Heidelberg London © Springer Science+Business Media, LLC 2011 All rights reserved. This work may not be translated or copied in whole or in part without the written permission of the publisher (Springer Science+Business Media, LLC, 233 Spring Street, New York, NY 10013, USA), except for brief excerpts in connection with reviews or scholarly analysis. Use in connection with any form of information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed is forbidden. The use in this publication of trade names, trademarks, service marks, and similar terms, even if they are not identified as such, is not to be taken as an expression of opinion as to whether or not they are subject to proprietary rights. Printed on acid-free paper Springer is part of Springer Science+Business Media (www.springer.com) To our parents and to our children wwwwwwwwww Foreword “The best of humanity doesn’t wait for the storm to pass. They dance in the rain.” Anonymous For as long as human beings have walked the earth, conflict has been a part of the landscape, whether over food, property, power, control, or relationships. Much of this conflict may come under the general concept of territoriality, which appears to be an implicit trait in h