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  • Ch9 Relationships Negotiation

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    Dr M K Jha
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    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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    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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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    25 views14 pages

    Ch9 Relationships Negotiation

    Uploaded by

    Dr M K Jha
    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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    of 14

    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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