N09 : Relationships in negotiation

One major way that context affects negotiation is that people act within a relationship, and these relationships have a past, present, and future.

This chapter focus on the ways these past and future relationships impact present negotiations. First , we examine how a past, ongoing, or future relationship btw negotiators affects the negotiation process, and present a taxonomy of defferrent kind of relationship and the negotiations to occur within them and describe research studies that have examined negotiation process within existing relationships, Three major themes-reputations,trust and justice that effective negotiations within relationship

Question 1: What are Key Elements in Managing Negotiations within Relationships

Answer:

1. Reputation- perceptual and highly subjective in nature(if violated, hard to repair)
2. Trust- belief in and willingness to act on the words, actions and decisions of others (history, situation, and individual value)

Question 2: Explain Open and Trust?

Answer: Offer something of yourself so they can open up, increases info sharing but not everything- so you cant get taken advantage of

Question 3: What are Key Elements in Managing within a Relationship

Answer: JUSTICE:
-Distributive justice: distributive of outcomes
-Procedural: the process of determining outcomes
-Interactional: how parties treat one another
-Systematic: how organizations appear to treat members