Negotiation and Identity: Implications for Negotiation Theory (notice n° 192745)
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| fixed length control field | 01869cam a2200229 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250112044928.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Druckman, Daniel |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | Negotiation and Identity: Implications for Negotiation Theory |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2007.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 95 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | 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. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | negotiating identity |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | framework for comparative research |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | durability of identities |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | spread of national identities |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Cuillerier, Joëlle |
| Relator term | author |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Thdz, Ch. |
| Relator term | author |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Négociations | o 8 | 2 | 2007-10-02 | p. 91-102 | 1780-9231 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/journal-negociations-2007-2-page-91?lang=en">https://shs.cairn.info/journal-negociations-2007-2-page-91?lang=en</a> |
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