L’ applicazione delle Prospettive Temporali di Philip Zimbardo e John Boyd nel Processo Negoziale
The application of Philip Zimbardo and John Boyd's Temporal Perspectives in the Negotiation Process

Summary/Abstract: With this contribution we try to analyze the influence that modern scientific results in the field of psychology of the time can determine in negotiation strategies. Starting from the assumption that the evolutionary process of the negotiation tool has always been characterized by the element of interdisciplinarity, with this paper we propose to use the results of the studies of Philip Zimbardo and John Boyd in the strategic phase of the negotiation process as a support for the construction of negotiating profiles of our partners with particular attention to the choice of whether or not to use certain temporal tactics. In the first part of the work, we will analyze how the science of negotiation usually applies the scientific results of other disciplines to remain current and performing and then move on to the analysis of the work of Zimbardo and Boyd in relation to temporal perspectives.

• Details
• Contents