CHAPTER 8: Relationship in Negotiation

CHAPTER 8: Relationship in Negotiation

1. Way that relationship can change negotiation:

   • Take time
   • Require an understanding toward other party.
   • Resolution of distributive issue can create impact in future.
   • Distributive issue influence strong emotion
   • Relationship never end
   • Relationship is more valuable than negotiation goal

2. Form of relationship

   • Communal sharing- Relation of unity, community or collective identity.
   • Authority ranking- Relation through hierarchical ordering of status
   • Equality matching- Relation that treat people involve equally
   • Market pricing- Relation was determine by market system.

3. Major issue in relationship

   • Reputation- How people remember their past experience with you
   • Trust- Individual's belief in and willingness to act on the word and other's decision
     • Calculus-Based Trust- People's behave consistently to keep their word to the other party.
     • Identification-Based Trust- Identification with other's desires.
   • Trust repair- Repaired a broken trust to encounter other party emotion

4. Key element in managing negotiation within relationship

   • Trust
     • Support
       • Affect(emotion)
         • Loyalty
           • Accountability
             • Instrumentality
               • Respect
                 • Flexibility