Negotiating Identity Sheikh Zayed and the Formation of the United Arab Emirates

This book presents a historically based, interactive case simulation from which to examine the role of identity in conflict resolution and learn from the sharply honed negotiating acumen of the United Arab Emirates’ founding father, Sheikh Zayed bin Sultan Al Nahyan.

The formation of the UAE represents one of the most successful negotiated political outcomes in modern times. The case analyzes Sheikh Zayed’s renowned negotiating skills and provides participants with the opportunity to learn Relational Identity Theory, a practical method for addressing issues of identity in complex, emotionally charged negotiations. Developed by Professor Daniel Shapiro, this method moves beyond rational approaches to negotiation to illuminate critical identity- based factors that are decisive to address to reach a successful negotiated outcome.

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