The Role of Drama Theory in Negotiation

Abstract

This chapter is concerned with the strategic conversations that take place between parties whose individual actions are of mutual concern as they seek collective solutions to shared problems. It shows how Drama Theory can be used as an analytical framework for modelling such strategic collaborations and conflicts: Conflict Analysis offers an alternative approach. The core concept is that of dilemma management, an emotional-logical process whereby people seek to escape from the pressures they inevitably encounter in working with others. The chapter traces the historical development of the approach and demonstrates its application through a number of illustrative examples to the point where an interested reader might attempt an informal analysis.