How can you expect to get good results in a negotiation if you give little thought to who you really are, and to who your counterpart is? Shapiro analyzes the research on identity, showing how you can predict the likely reactions of your counterpart to some kinds of proposals -- as well as your own propensity to avoid some kinds of proposals that might be to your advantage. This chapter should be read in close conjunction with the chapters on internal conflict, psychology and perceptions.
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