The way people see themselves Ð the groups they feel a part of, the significant aspects of themselves that they use to describe themselves to others. Some theorists distinguish between collective identity, social identity, and personal identity. However, all related in one way or another to a description of who one is, and how one fits into his social groups and society overall. (from http://www.colorado.edu/conflict/peace/glossary.htm)
The following items are tagged identity.
Adapted from “Leverage Time to Your Advantage,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter.
Businesspeople often make the mistake of beginning negotiations only after an offer is on the table or after an old contract has expired. Why is this a problem? When money is at stake, it can be
Adapted from “The Perils of Powerful Speech,” first published in the Negotiation newsletter.
Death to modifiers! All hail the active verb. Be succinct.
Those are Strunk and White’s commandments for simple and direct writing. They also may be rules for establishing verbal power in negotiation—though not always, it turns out.
Linguistic studies have shown that hesitations (ums and
Adapted from “What Negotiators Can Learn from Improv Comedy,” by Lakshmi Balachandra (lecturer, MIT Sloan School of Management) and Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
You’re onstage without a script, relying on your mind and wits to come up with lines and actions that advance the game. Should you trust
Adapted from “Fickle Intuition,” first published in the Negotiation newsletter.
When it comes to trusting others, negotiators often rely on their gut instincts. Recent studies indicate, however, that extraneous factors can sway such judgments. For example, Michael Kosfeld and other University of Zurich researchers introduced a twist in a classic trust game in which subjects must
Mari Fitzduff is currently the Director and Professor of the Master’s Program in Coexistence and Conflict, and the Master’s Dual Degree Program in Development and Coexistence at Brandeis University. Previously she was Director of UNU/INCORE, the United Nations International Conflict Research center. From 1990 – 1997 she was the Founding Director of the Community Relations
NP@PON has developed several new Teaching Notes to accompany the three values-based and identity-based simulations described in the last NP@PON Newsletter. The simulations are available along with an overview Teaching Note, individual teaching notes for each game, and an Annotated Bibliography. The overview Note offers extensive guidance on how to organize discussions about value-based disputes
HERBERT C. KELMAN is the Richard Clarke Cabot Professor of Social Ethics, Emeritus, at Harvard University and was (from 1993 to 2003) Director of the Program on International Conflict Analysis and Resolution at Harvard’s Weatherhead Center for International Affairs. He received his Ph.D. in Social Psychology from Yale University in 1951. He is past president of the International Studies Association, the International Society of Political Psychology, the Interamerican Society of Psychology, and several other professional associations.
Kathleen L. McGinn is the Cahners-Rabb Professor of Business Administration and the Senior Associate Dean for Faculty Development at Harvard Business School. McGinn teaches courses on negotiations, power and influence, and interpersonal decision making to MBAs and Executives at the Harvard Business School and Harvard Law School’s Program on Negotiation.
Daniel Shapiro, Ph.D., Associate Director of the Harvard Negotiation Project, is on the faculty at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital. He also has been on the faculty at the Sloan School of Management, Massachusetts Institute of Technology. Dr. Shapiro holds a doctorate in clinical psychology and specializes in the psychology of negotiation.
From his experience growing up as a Palestinian in Israel to his extensive research and practice in the field, Nadim Rouhana has examined protracted social conflict from various angles. Rouhana’s research highlights the centrality of identity, history, and justice in such conflicts and underscores the need to develop theory to understand these conflicts and tools with which to approach them.
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