VOlUME 04 ISSUE 08 August 2021
Prof. Dr. Kasia Jagodzinska
Institute of Management, University of Neuchâtel, Rue A.-L. Breguet 2, CH – 2000, Neuchâtel, Switzerland
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ABSTRACT
The common approach to the negotiation process focuses on the external manifestation of the interaction between two parties who are trying to reach a satisfactory agreement. This view does not take into account the internal drivers of behavior of the involved parties. The externalized dynamic between the negotiators is only the secondary result of the interplay between the conscious and unconscious elements in the psyche of both parties. The condition of a long-lasting agreement is therefore a collaboration between the conscious and unconscious representation on the individual level.
This article examines the transcendent function as a union between the conscious and the unconscious, specifically the ego and the self. It focuses on the tendencies of these two factors that can either hinder or make the transition of energy possible in view of reaching a successful manifested agreement. The study provides a straightforward reference that can be used by analysts and business professionals to help them understand what are the psychological aspects that affect the negotiation process, both on the individual and on the collective level.
KEYWORDSNegotiation, Analytical Psychology, Jungian Analysis, Ego.
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