Personal schemas in the negotiation process: A cognitive therapy approach

Abstract

It is inevitable that at some point individuals will recognize that they may have conflicting interests with one another. These apparently incompatible differences may lead to an attempt to reconcile the differences so that some agreement may be reached. This is the process of negotiation. It affects all areas of our lives. We may negotiate the price of a car, the rent we pay, the hours and tasks we work on, the division of labor in our families, access to sexual pleasure, a parking space, and a replacement of a side dish on the blue-plate special. But negotiation also can be a matter of life or death, such as the negotiation of a treaty to avoid armed conflict or the reduction of genocidal warfare. © 2011 Springer Science+Business Media, LLC.