Identity: Identity is More Than Meets the "I": The Power of Identity in Shaping Negotiation Behavior
Year: 2004
Type: article
Abstract: In recent years, researchers have explored the concept of identity and its impact on negotiator behavior.Many negotiators assume that identity is fixed in time and context.This essay argues that in most situations, a negotiator's identity is fungible.Who we are depends in part upon with whom we interact.Therefore, with greater self-awareness, we can consciously change our identity in ways that improve our ability to reach wise negotiation outcomes in an efficient and effective way. I. INTRODUCTION: THREE PERSPECTIVES ON IDENTITY-BASED NEGOTIATION RESEARCHAs the Berlin Wall came to a crashing fall, so too did the equilibrium of global tensions.The Soviet Union lost its Superpower status, communism lost its reign over much of Europe, and both the United States and the Soviet Union reduced their level of support for proxy states of their Cold War.In many countries, ethnopolitical tensions combusted.The result was an explosion of intrastate violence, refugee transmigration, and political instability.Amidst this backdrop, many researchers on conflict resolution and negotiation joined a growing research track working to understand intergroup identity conflict.1 Known in short as "identity-based conflict," '2 this area of *
Source: Marquette law review
Author: Shapiro, Daniel L.
Institution: Harvard University
Language: English
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W1607985828