Seven supportive Theories on Negotiation
journal contribution
posted on 2019-03-12, 18:52 authored by MURILLO DE OLIVEIRA DIASMURILLO DE OLIVEIRA DIASThe
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.
