Applying Clinical Methods for Assessing Patterns of Functioning in Negotiation Processes: The Rorschach Reality-Fantasy Scale (RFS)

This clinical paper suggests applying a new Rorschach measure, the Reality-Fantasy Scale (RFS; Tibon et al. 2005, Int J Appl Psychoanal Stud 2:40–57) for evaluating patterns of functioning in negotiation processes. The RFS is a psychoanalytically oriented diagnostic tool, designed to operationalize Winnicott’s (Playing and reality. Basic Books, New York, 1971) construct of potential or transitional space by using a paradigm that conceptualizes the Rorschach task as inviting the respondent to enter the intermediate transitional space between inner and outer reality. The RFS ranges from  − 5, representing extreme reliance on fantasy (reality collapse) to  + 5 representing extreme reliance on reality (fantasy collapse). A score approximating zero indicates adaptive and functional use of potential space, pointing out high level of negotiator effectiveness. A case example is presented, demonstrating the utility of the RFS in evaluating negotiator effectiveness in an encounter aimed at achieving peace agreement. Although not itself a report of a lab or field experiment the paper illustrates the potential usefulness of psychoanalytically oriented conceptualization and clinical assessment methods in negotiation research and practice.