This dissertation studies the practicability of negotiation theories, especially concerning the Middle East. Firstly, the evolution of negotiation theories and how people throughout history considered negotiations is viewed, then principled negotiation (arguably the best novel way to negotiate), is discussed. Finally, the dissertation examines whether principled negotiation is easily practiced in the Middle East through many examples in which negotiation is being processed e.g. the Palestinian/Israeli conflict, the Iranian nuclear case, and the terrorists’ case.
It is found that principled negotiation is very far from being practiced in the Middle East, since it is a western product, and this theory assumes everyone thinks like westerners do, therefore cultural differences present the biggest barrier in practicing this theory. The dissertation proposes solutions in order to demolish the barriers of the practicality of this negotiation theory in the Middle East. The dissertation concludes by linking the findings to project management regarding the barriers that are present in current political situations, which should be removed. These are present in commercial projects and affect the work of project managers, who are the ones responsible for resolving any conflict occurring in the project, through negotiation.