Volume : VII, Issue : XI, November - 2018

SEVEN SUPPORTIVE THEORIES ON NEGOTIATION

Dr. Murillo De Oliveira Dias

Abstract :

 The present article investigated the previous body of research on Negotiation, providing an extensive literature review on seven supportive theories to the negotiation process. This study is helpful to students, practitioners, academics, managers, negotiators, mediators, and other professionals in general, stimulating the reflection on their social and workplace negotiation behaviors,  in order to deepen their self-awareness and thus provide an opportunity self-learning, behavior changes, and development. This article investigated: (a) Dramaturgical Theory (b)  Social Exchange Theory, (c) Rational Choice or the Rational Action Theory, (d) Bargaining Theory, (e) Game Theory, (f) Affect Theory of Social Exchange, and (g) Prospect Theory, as fundamental supportive theories to the Negotiation process. This literature review is part of my doctoral thesis and aims at providing consolidated information on the subject Negotiation for academics, practitioners, and students in general. Discussion and future research recommendations complete the present work.

Keywords :

Article: Download PDF    DOI : https://www.doi.org/10.36106/gjra  

Cite This Article:

SEVEN SUPPORTIVE THEORIES ON NEGOTIATION , Dr. Murillo de Oliveira Dias , GLOBAL JOURNAL FOR RESEARCH ANALYSIS : Volume-7 | Issue-11 | November-2018

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