Relational Psychoanalytic Perspective on the Negotiation Dialogue: Using the Rorschach Inkblot Method for Assessing Integrative Complexity

Shira Tibon Czopp (), Liat Appel and Ruth Zeligman
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Shira Tibon Czopp: Academic College of Tel-Aviv Yaffo
Liat Appel: Academic College of Tel-Aviv Yaffo
Ruth Zeligman: Academic College of Tel-Aviv Yaffo

Group Decision and Negotiation, 2014, vol. 23, issue 5, No 10, 1177-1189

Abstract: Abstract Negotiation theory encompasses a broad range of phenomena and makes use of a variety of perspectives. Applications of theoretical constructs referring to different realms of personality functioning (e.g., cognitive, affective, interpersonal) for understanding negotiators’ decision making have become quite common in the field. Nevertheless, the methodology used for personality assessment still needs to be broadened so as to encompass a variety of assessment tools that can be used for obtaining a more comprehensive view on negotiators’ personality functioning in relation to task performance. In line with two previous studies, published in Group Decision and Negotiation (Tibon in Group Decis Negot 9(1):1–15, 2000, Group Decis Negot 17(6):541–552, 2008) we suggest using the Rorschach Inkblot Method to extend our understanding of mental functioning within the context of negotiators’ decision making.

Keywords: Personality assessment; Negotiation; Rorschach Inkblot Method; Comprehensive system (CS); Reality-Fantasy Scale (RFS) (search for similar items in EconPapers)
Date: 2014
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DOI: 10.1007/s10726-013-9368-0

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