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Ch9 Relationships Negotiation

The document discusses key elements of relationships in negotiation, including transactional research focusing on time, learning, and resolution impacts on future work. It notes that distributive issues in relationships can be emotional, negotiations may be endless, and relationships aim to preserve the relationship over resolving difficulties. Communal relationships are characterized as cooperative, empathetic, resulting in higher quality agreements and better decision-making. Key elements of relationships discussed include reputation, trust, and justice.

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Dr M K Jha
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71 views

Ch9 Relationships Negotiation

The document discusses key elements of relationships in negotiation, including transactional research focusing on time, learning, and resolution impacts on future work. It notes that distributive issues in relationships can be emotional, negotiations may be endless, and relationships aim to preserve the relationship over resolving difficulties. Communal relationships are characterized as cooperative, empathetic, resulting in higher quality agreements and better decision-making. Key elements of relationships discussed include reputation, trust, and justice.

Uploaded by

Dr M K Jha
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Relationships in

Negotiation

LDR 655
Wallace
Siena Heights University
(Lewicki, Saunders & Barry. 2011)
Within Relationships
Transactional research:
• Time
• Learning &
interdependence
• Simple distributive
resolution impacts
future work

(Lewicki, Saunders & Barry. 2011)


Within Relationships
• Distributive issues may
be emotional
• Endless negotiation
– Defer difficulty over a good
start
– Impossibilities?
– Unresolved?
• Focal problem?
• Relationship preservation
(Lewicki, Saunders & Barry. 2011)
Communal Relationships
• Cooperative and
empathetic
• Higher quality
agreements
• Better decision making
and motor tasks
• Both party outcomes
• Focus on working norms
(Lewicki, Saunders & Barry. 2011)
Communal Relationships

• More sharing - less


coercion
• Indirect
communication and
unique conflict
structure
• More compromise

(Lewicki, Saunders & Barry. 2011)


Key Elements

• Reputation
• Trust
• Justice

(Lewicki, Saunders & Barry. 2011)


Reputation
• Perceptually subjective
• Multiple reputations
• Past behavior
• Individual
accomplishments &
characteristics
• Time stamped
• Negative repair?
(Lewicki, Saunders & Barry. 2011)
Trust

• What’s your definition?


• Key factors:
1. Individual disposition

2. Situations

3. History

(Lewicki, Saunders & Barry. 2011)


Recent Research
• Initial high levels of
trust
• Cooperation
• Individual motives
• Different focuses
• Shape party judgment

(Lewicki, Saunders & Barry. 2011)


Recent Research

Sharing Effectiveness Dialogue Outcomes

(Lewicki, Saunders & Barry. 2011)


Recent Research
• Favorable process
• Face-to-face
• Self-interest vs.
representation

(Lewicki, Saunders & Barry. 2011)


Justice

• Distributive
• Procedural
• Interactional
• Systemic

(Lewicki, Saunders & Barry. 2011)


Repairing
• Misunderstandings &
self-analysis
• Cause & action
• Persuasion over coercion
• Disrespect or acceptance
& respect?
• Balance emotion &
reason
(Lewicki, Saunders & Barry. 2011)
What Do You Need to Do?

(Lewicki, Saunders & Barry. 2011)

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