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Handbook of International Negotiation pp 209–226Cite as

Mindfulness-Based Training for Negotiators: Fostering Resilience in the Face of Stress

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Abstract

Self-reflective processes are important, especially in understanding the emotional attitudes which drive our actions and behaviors. Emotions give us quick, firsthand information (tacit process) on the nature of our attitudes toward life events as well as the style with which we evaluate our goals with respect to the external world. The ability to recognize our emotional processes enables us to better coordinate our intentions and allow us to a more accurate picture of our own perspective. Emotions have an integrative function and could be used to regulate the interactions among negotiators. Even though we speak of cognition, affect, and behavior as if they were separate functions, we know that they coexist in the individual unique experience of our mental functioning. Thinking, feeling, and acting are interdependent aspects of the same process. In this chapter, we discuss the importance of better understanding negotiators’ human cognitive, emotional, and motivational processes and mind structures as a whole that create meaning and influence decision-making processes. Metacognitive capacities can be thought of as cognitive-affective skills that can be cultivated through the use of training methods derived from structured mindfulness exercises. We are suggesting that training of this type can be adapted to enhance negotiators’ skills by refining their capacity for mentalizing and mastering their emotional intelligence in the context of difficult and stressful negotiations.

“Whatever you hold in your mind will tend to occur in your life. If you continue to believe as you have always believed, you will continue to act as you have always acted. If you continue to act as you have always acted, you will continue to receive what you have always received. If you want different results in your life or your work, all you have to do is change your mind.”

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Authors and Affiliations

  1. EANAM European Association for Negotiation and Mediation, Brussels, Belgium

    Mauro Galluccio

  2. New School for Social Research in New York, New York, USA

    Jeremy D. Safran

Authors
  1. Mauro Galluccio
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  2. Jeremy D. Safran
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Correspondence to Mauro Galluccio .

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Editors and Affiliations

  1. EANAM European Association for Negotiation and Mediation, Brussels, Belgium

    Mauro Galluccio

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Galluccio, M., Safran, J.D. (2015). Mindfulness-Based Training for Negotiators: Fostering Resilience in the Face of Stress. In: Galluccio, M. (eds) Handbook of International Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-319-10687-8_16

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