Final Answer:
Social Identity Theory and Negotiations w/ Others includes: C) Social identity theory. Therefore the correct option is C) Social identity theory.
Step-by-step explanation:
Social identity theory, represented by option C, plays a crucial role in understanding how individuals negotiate with others. Developed by social psychologists Henri Tajfel and John Turner, social identity theory focuses on the ways people categorize themselves and others into social groups, influencing their perceptions, behaviors, and interactions. In the context of negotiations, individuals draw on their social identities to shape their approach, preferences, and attitudes towards others involved in the negotiation process.
Social identity theory posits that individuals derive a sense of self and belonging from their group memberships, and this social categorization can impact how they negotiate. The theory suggests that people may favor their in-group members and exhibit a degree of bias against out-group members during negotiations. This can influence the negotiation strategies employed, the level of trust established, and the outcomes achieved. By recognizing and understanding the social identities at play, negotiators can better navigate intergroup dynamics and enhance the effectiveness of their negotiation strategies.
In essence, social identity theory provides valuable insights into the social dynamics that shape negotiations. It emphasizes the role of group affiliations and how individuals perceive themselves in relation to others, contributing to a deeper understanding of the complex interplay between social identity and negotiation processes. Therefore the correct option is C) Social identity theory.