Negotiation and Identity: Implications for Negotiation Theory
Druckman, Daniel
Negotiation and Identity: Implications for Negotiation Theory - 2007.
95
In this paper, the literature on social identity in negotiation theory is discussed in terms of three dimensions of identity. One dimension refers to a dynamic process of negotiating identities. Just as the process of negotiating on divergent interests is influenced by the parties’ identities, identities are shaped by the way in which the process is conducted. Another dimension refers to the durability of identities, which is shown to have implications for the negotiating flexibility of representatives and their constituents. A third dimension concerns the spread of identities in a population, which is shown to influence the credibility of negotiating commitments, the role played by domestic politics in international negotiation, and the willingness of national representatives to enter into regional or global agreements. These dimensions are used as a framework for comparative research on national identities. Building on Mezran’s analysis of four North African countries (in Vol. 6, no. 2 of International Negotiation), an illustrative application of the comparative framework demonstrates how this research might be applied.
Negotiation and Identity: Implications for Negotiation Theory - 2007.
95
In this paper, the literature on social identity in negotiation theory is discussed in terms of three dimensions of identity. One dimension refers to a dynamic process of negotiating identities. Just as the process of negotiating on divergent interests is influenced by the parties’ identities, identities are shaped by the way in which the process is conducted. Another dimension refers to the durability of identities, which is shown to have implications for the negotiating flexibility of representatives and their constituents. A third dimension concerns the spread of identities in a population, which is shown to influence the credibility of negotiating commitments, the role played by domestic politics in international negotiation, and the willingness of national representatives to enter into regional or global agreements. These dimensions are used as a framework for comparative research on national identities. Building on Mezran’s analysis of four North African countries (in Vol. 6, no. 2 of International Negotiation), an illustrative application of the comparative framework demonstrates how this research might be applied.
Réseaux sociaux