Via the Harvard Negotiation and Mediation Clinical Program
HNMCP Director Bob Bordone, former HNMCP Associate Toby Berkman ’10, and Clinical Fellow Sara del Nido ’13, and have been published in the Fall 2014 volume of the University of Missouri School of Law’s Journal of Dispute Resolution. The article is entitled, “The Negotiation Within: The Impact of Internal Conflict Over Identity and Role on Across-The-Table Negotiations.”
Bordone, Berkman, and del Nido argue that most existing scholarship on negotiation focuses on strategic, structural and psychological barriers to agreement in across-the-table negotiations, but that internal conflict also plays a profound and powerful role as a barrier, as well. Building on the groundbreaking work in Difficult Conversations and Beyond Reason, which brought to the fore the important identity issues underlying negotiators’ experiences, the article draws on a broad range of scholarship from the fields of psychology, sociology, philosophy, and even literature to propose a framework for understanding internal conflicts, and offers prescriptive advice for self-diagnosing and constructively handling one’s own “negotiation within.”
Continue reading the full story here.
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