A Discussion of Core and Relational Identity

How do you approach conflict-based situations? How does your core identity impact the negotiation? Daniel Shapiro believes that your relational identity comes into play in a negotiation. What does that mean? We have a deep conversation about identity, tribalism, and taboos in this episode of Negotiations Ninja. 

Daniel Shapiro currently runs the Harvard International Negotiation Program. He briefly got involved in a deal 30 years ago doing work in Eastern and Central Europe, helping them transition from a closed to an open society. He’s worked with business, governments, hostage negotiators—a little bit of everything. Don’t miss his expert opinion. 

• [2:01] Who is Daniel Shapiro?
• [3:42] Identity in the context of negotiation
• [5:06] The two aspects of identity
• [7:52] Generate fluidity in the discussion
• [11:22] Conversations about the sacred
• [17:04] The lures of tribalism
• [23:30] What’s so taboo about taboos?
• [31:55] Embrace the word “appreciate”
• [36:13] How to connect with Daniel

• Tony Blair: https://en.wikipedia.org/wiki/Tony_Blair

• Dan’s website
• BOOK: Negotiating the Nonnegotiable
• BOOK: Beyond Reason

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