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
Your reputation is how other people remember their past experience with you, so it is the legacy that you leave behind after a negotiation encounter with another party. Reputation is a perceptual identity, domonstrated behavior and intended images preserved overtime.
Higher levels of trust make negotiation easier, while lower levels of trust make negotiation more difficult. There are three things that contribute to the level of trust one negotiator may have for another: the individual’s chronic disposition toward trust; situation factors; and the history of the relationship between the parties. Justice issue in relationships is the question of what is fair or just. Not only are various form of justice interrelated, but reputation, trust, and justice all interact in shaping expectations of the other’s behavior
No comments:
Post a Comment