Il ruolo della psicologia nei processi negoziali

The author presents the main contributions that psychological studies offer to the understanding and implementation of the negotiating practices of mediation and arbitration: the analysis of the dynamics of conflict, of the underlying emotions and of the negotiation strategies. The psychological contribution will increase the understanding of interpersonal or intergroup dynamics of conflict, as it sheds light on the role of emotions , personality, emotional and cognitive styles in conflict situations and shifts the focus from a reifying perspective towards a perspective that puts emphasis on subjective perceptions of reality. Moreover, it can enable professional mediators to achieve greater awareness of their role and their own relational style, thus increasing the effectiveness of their work. [Publishers' text].