Skip to main content

Wissenschaftler treffen Diplomaten: Ein kognitiver Einblick in zwischenmenschliche Verhandlungsführung

  • Chapter
  • First Online:
Wissenschaft und Diplomatie

Zusammenfassung

In diesem Kapitel erläutern Mauro Galluccio und Aaron T. Beck, wie die Forschung zu kognitiven Verzerrungen deutlich gemacht hat, dass die Art von Urteilen, die Menschen wahrscheinlich fällen, durchaus von ihrem eigenen Gepäck in Form von verschiedenen Verzerrungen und Wahrnehmungsprädispositionen beeinflusst sein kann. Politiker und Wissenschaftler können, wie wir alle, von verschiedenen Vorurteilen beeinflusst werden. Kognitive Vorurteile verankern unser Verständnis. Wir müssen sozial-kognitive Voreingenommenheiten untersuchen, denn selbst wenn wir über viel Erfahrung verfügen, werden wir, wenn wir in Voreingenommenheit „gefangen“ sind, die Erkenntnisse verpassen, die direkt vor uns liegen. Wie in jeder Politik müssen wissenschaftliche Erkenntnisse mit zahlreichen Interessen und Überlegungen abgewogen werden, um eine ausgewogene und angemessene Politik für die Bürger zu finden. Denken Sie immer daran, dass Sie alle im selben Boot sitzen, und achten Sie darauf, dass Sie nicht von tief verwurzelten Überzeugungen, falschen Vorstellungen, Missverständnissen und Konkurrenzverhalten in Geiselhaft genommen werden.

Ich halte denjenigen für mutiger, der seine Begierden überwindet, als denjenigen, der seine Feinde besiegt; denn der schwerste Sieg ist der über sich selbst.

Aristoteles

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 64.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 84.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Literatur

  • Adler, R.S., Rosen, B., Silverstein, E.M. (April 1998), “Emotions in Negotiation: How to Manage Fear and Anger” in Negotiation Journal, Vol. 14, No 2, pp. 161–179.

    Google Scholar 

  • Aquilar, F., Galluccio, M. (2008), Psychological Processes in International Negotiation. A Theoretical and Practical Framework. Springer: New York.

    Google Scholar 

  • Bazerman, M.H. et al. (2000), “Negotiation.” in Annual Review of Psychology, 51, pp. 279–314.

    Google Scholar 

  • Beck, A. T. (1999), Prisoners of Hate. New York: Harper Collins.

    Google Scholar 

  • Beck, A. T., “Prisoners of Hate”, Behaviour Research Therapy, 40 (2002), pp. 209–216.

    Google Scholar 

  • Bosman, R., Sonnemans, J., Zeelenberg, M. (2001), “Emotions, Rejections, and Cooling off in the Ultimatum Game.” Working Paper of the University of Amsterdam, pp. 1–26.

    Google Scholar 

  • Bowlby, J. (1988), A Secure Base. London: Routledge. (It.Tr.: Una Base Sicura (1989)). Milano: Raffaello Cortina Editore.

    Google Scholar 

  • Copeland, D., “Science Diplomacy: What’s It All About?” CIPS. Centre for International Policy Studies, Policy brief No 13, pp. 1–4, Nov. 2011. Web. 25 May 2020. https://www.cips-cepi.ca/wp-content/uploads/2011/11/Copeland-Policy-Brief-Nov-11-5.pdf

  • Di Maggio, G., Semerari, A., Carcione, A., Nicolò, G., Procacci, M. (2007), Psychotherapy of personality disorders, New York: Routledge.

    Google Scholar 

  • Ekman, P. (2003), Emotions Revealed. USA:Times Books.

    Google Scholar 

  • Ellis, A. (1992), “Rational Emotive Approaches to Peace,” in Journal of Cognitive Psychotherapy. New York: Springer Publishing Company, Vol. 6, No 2, pp. 79–104.

    Google Scholar 

  • Ellis, A. (1994), Reason and Emotion in Psychotherapy. Revised and updated. New York: Carol Publishing Group.

    Google Scholar 

  • Fisher, R.; Shapiro, D. (2005), Beyond reason. Using emotions as you negotiate. New York: Penguin Book.

    Google Scholar 

  • Fisher, R., Ury, W., Patton, B. (1991), Getting to Yes. Negotiating an Agreement without Giving in. London: Random House.

    Google Scholar 

  • Forgas, J.P. (1998), “On Feeling good and getting your way: Moods effects on negotiation cognition and bargaining strategies” in Journal of Personality and Social Psychology, 74, pp. 565–577.

    Google Scholar 

  • Galluccio, M. (2011), Transformative Leadership for peace Negotiation, in Aquilar, F., Galluccio, M. (Ed.), Psychological and Political Strategies for Peace Negotiation: A Cognitive Approach. Springer: New York.

    Google Scholar 

  • Galluccio, M. (Eds.) (2015b), “Handbook of International Negotiation: Interpersonal, Intercultural, and Diplomatic Perspectives.” New York: Springer.

    Google Scholar 

  • Galluccio, M., Beck, A.T. (2015), “A Cognitive insight on Cooperation and Conflict”, in M. Galluccio (Eds.) The Handbook of International Negotiation: Interpersonal, intercultural, diplomatic perspectives. Springer: New York.

    Google Scholar 

  • Galluccio, M., Safran, J.D., “Mindfulness-based training for Negotiators: Fostering Resilience in the Face of Stress”, in Galluccio, M. (Eds.) (2015), Handbook of International Negotiation: Interpersonal, Intercultural, and Diplomatic Perspectives. New York: Springer.

    Google Scholar 

  • Galluccio, M., Vivani, L. (2015), “Diplomacy meets Science: Negotiating responsible and Inclusive Growth”, in Galluccio, M. (Eds.) (2015), Handbook of International Negotiation: Interpersonal, Intercultural, and Diplomatic Perspectives. Switzerland: Springer.

    Google Scholar 

  • Hormats, R.D. (2012), Science Diplomacy and Twenty-First Century Statecraft. Science & Diplomacy, Vol. 1, No. 1 (March 2012). AAAS Center for Science Diplomacy. http://www.sciencediplomacy.org/files/science_diplomacy_and_twenty-first_century_statecraft_science__diplomacy.pdf

  • Isen, A.M. (1987), “Positive affect, cognitive processes, and social behavior” in Berkowitz, L. (Eds.) Advances in experimental social psychology, Vol. 20, pp. 203–253. New York: Academic Press.

    Google Scholar 

  • Isen, A.M. (1993), “Positive affect and decision making” in Lewis, M. & Havilland J.M., Handbook of Emotions. New York: Guilford Press.

    Google Scholar 

  • Isen, A. M. (2004), “Some Perspectives on Positive feelings and Emotions” in Manstead A.S.R., Frijda, N., Fischer, A. Feelings and Emotions. Cambridge: Cambridge University Press, pp. 263–281.

    Google Scholar 

  • Jones, T.S., Bodtker, A. (2001), “Mediating with Heart in Mind: Addressing Emotion in Mediation Practice” in Negotiation Journal. Vol. 17, No 3, July 2001, pp. 217–244.

    Google Scholar 

  • Labroo, A.A., Isen, A.M., Stanteau, J. (2000), “The Influence of Positive Affect on Strategic Decision-Making in Prisoner’s Dilemma Situations.” Paper presented at the annual meeting of the Society for Judgement/Decision-Making, New Orleans.

    Google Scholar 

  • Liotti, G. (2001), Le Opere della Coscienza. Milano: Raffaello Cortina Editore.

    Google Scholar 

  • Mahoney, M.J. (1977), “Personal Science : A Cognitive-Learning Therapy”, in Ellis, A., Grieger, R. (eds.), Handbook of Rational Psychotherapy, Springer: New York.

    Google Scholar 

  • McPhail, T.L. (2010), Global Communication. Theories, Stakeholders, and Trends. UK: Wiley-Blackwell.

    Google Scholar 

  • Meichenbaum, D. (2011). Ways to Improve Political Decision-Making: Negotiation Errors to be Avoided, in Aquilar, F., Galluccio, M. (eds.) Psychological and Political Strategies for Peace Negotiation. A Cognitive Approach. New York: Springer, pp. 87–97.

    Google Scholar 

  • Meichenbaum, D. (2015a). A Psychotherapist’s View of Decision-Making: Implications for Peaceful Negotiations, in Galluccio, M. (eds.) International Negotiation Handbook. New York: Springer, 27–31.

    Google Scholar 

  • Meichenbaum, D., “A Psychotherapist’s View of Decision Making: Implications for Peaceful Negotiations”, in Galluccio, M. (Eds.) (2015b), Handbook of International Negotiation: Interpersonal, Intercultural, and Diplomatic Perspectives. New York: Springer.

    Google Scholar 

  • Melissen, J. (Eds.) (2005), The New Public Diplomacy. New York: Palgrave Macmillan.

    Google Scholar 

  • Morris, M. W.; Keltner, D. (2000), “How Emotions Work: An analysis of the social functions of emotional expressions in negotiations” in Research in Organizational Behavior, 22, pp. 1–50.

    Google Scholar 

  • OECD (2015), “Scientific Advice for Policy Making: The Role and Responsibility of Expert Bodies and Individual Scientists”, OECD Science, Technology and Industry, Policy Papers, No. 21, OECD Publishing.

    Google Scholar 

  • (The) Royal Society. (2010). New Frontiers in Science Diplomacy. Navigating the Changing Balance of Power. London: The Royal Society.

    Google Scholar 

  • Ruffini, P.B. (2015). Science and Diplomacy. A New Dimension of International Relations. Paris: Springer.

    Google Scholar 

  • Ruffini, P.B. (2017). Science and Diplomacy. A New Dimension of International Relations. Paris: Springer.

    Google Scholar 

  • Saarni, C. (1999), The Development of Emotional Competence. New York: The Guilford Press.

    Google Scholar 

  • Saarni, C. (2011), “Emotional Competence and Effective Negotiation: The Integration of Emotion Understanding, Regulation, and Communication”, in Aquilar, F., Galluccio, M. (Eds.) (2011).

    Google Scholar 

  • Saarni, C. (2015), “Improving Negotiation Effectiveness with Skills of Emotional Competence”, in Galluccio, M. (Eds.) (2015), Handbook of International Negotiation: Interpersonal, Intercultural, and Diplomatic Perspectives. New York: Springer.

    Google Scholar 

  • Safran J.D., Muran J.C. (2000), Negotiating the therapeutic Alliance. New York: The Guilford Press.

    Google Scholar 

  • Sperber, D. (Eds.) (2000), Metarepresentation. Oxford: Oxford University Press.

    Google Scholar 

  • Stolorow, R.D., Atwood, G.E. (2002), Contexts of Being: The Intersubjective Foundations of Psychological Life. UK: Routledge.

    Google Scholar 

  • Thoits, P. A. (2004), “Emotion Norms, Emotion Work, and Social Order” in Manstead, A.S.R.

    Google Scholar 

  • Thompson, L. L., Medvec, V. H., Seiden, V., Kopelman, S. (2001), “Poker Face, Smiley face, and Rant’n’ Rave: Myths and Realities about Emotion in Negotiation” in Hogg, M. A., Tindale (Eds.), Blackwell handbook of Social Psychology: Group Processes. London: Blackwell Publishers.

    Google Scholar 

  • Van Kleef, G. A., De Dreu, C. K. W., Manstead, A. S. R. (2002), The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes. Paper presented at the 15th annual conference of the International Association for Conflict Management, June 2002, Park City, Utah.

    Google Scholar 

  • Van Kleef, G. A., De Dreu, C. K. W., Manstead, A. S. R. (2004), The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach. Journal of Personality and Social Psychology, 87 (4), pp. 510–528.

    Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Corresponding author

Correspondence to Mauro Galluccio .

Rights and permissions

Reprints and permissions

Copyright information

© 2022 Der/die Autor(en), exklusiv lizenziert an Springer Nature Switzerland AG

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Galluccio, M., Beck, A.T. (2022). Wissenschaftler treffen Diplomaten: Ein kognitiver Einblick in zwischenmenschliche Verhandlungsführung. In: Wissenschaft und Diplomatie. Springer, Cham. https://doi.org/10.1007/978-3-031-21375-5_14

Download citation

  • DOI: https://doi.org/10.1007/978-3-031-21375-5_14

  • Published:

  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-031-21374-8

  • Online ISBN: 978-3-031-21375-5

  • eBook Packages: Psychology (German Language)

Publish with us

Policies and ethics