Abstract of "What Every Negotiator Ought to Know: Understanding Humiliation" by Evelin G. Lindner

This paper presents a theory of humiliation and identifies its significance as an interpretative tool for use by negotiators in many kinds of situations. Humiliation and its aftermath have an important impact upon patterns of conflict, culture and communication. The paper is organized in three parts. In the first part, following a brief introductory comparison between Hitler and Mandela, a sympathetic critique is undertaken of William Ury's discussion of the socio-historical roots of conflict and strategies for handling it. In the second part, it is argued that the structures and processes identified by Ury may be further illuminated by identifying the part played by humiliation. This is then done, drawing upon the author's research experience in Rwanda, Burundi and Somalia. The origins, characteristics and consequences of humiliation are examined, distinguishing between the forms it takes in three kinds of society: "pride" societies, "honor" societies and "dignity" societies. Particular attention is given to the impact of the Human Rights Revolution. In the final part, the paper returns briefly to the comparison between Hitler and Mandela, identifies the challenges that humiliation and its aftermath pose for negotiators, and suggests how these challenges might be met.