Chapter 9 Relationships in Negotiation
Negotiation is about the relationship between two or more parties. Those relationship always affect the negotiation process. Here are several ways that an existing relationship context changes negotiation dynamics. First, negotiating within relationships takes place over time. It is a way to learn more about the other party and increase interdependence. Relation of simple distributive issues has implications for the future and it can be emotionally hot. Negotiating within relationships may never end. In many negotiations, the other person is the focal problem and in some negotiations, have relationship preservation
Key elements in managing negotiations within relationships are reputation, trust, and justice. First, reputation is how other people remember their past experience with you. Second, trust is an individual’s belief in and willingness to act on the words, actions and decisions of another. Final, the third major issue in relationships is the question of what is fair or just.
Those three elements in relationships interaction in shaping expectations of the other’s behavior. They are all central to relationship negotiations and feed each other, we cannot understand negotiation within complex relationships without prominently considering how we judge the other on these dimensions.
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