Download - Negotiation relationships
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(Lewicki, Saunders & Barry. 2011)
Relationships in Negotiation
LDR 655
Wallace
Siena Heights University
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(Lewicki, Saunders & Barry. 2011)
Within Relationships
Transactional research:
• Time
• Learning & interdependence
• Simple distributive resolution impacts future work
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(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
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(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
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(Lewicki, Saunders & Barry. 2011)
• More sharing - less coercion
• Indirect communication and unique conflict structure
• More compromise
Communal Relationships
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(Lewicki, Saunders & Barry. 2011)
Key Elements
• Reputation
• Trust
• Justice
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(Lewicki, Saunders & Barry. 2011)
Reputation
• Perceptually subjective
• Multiple reputations
• Past behavior
• Individual accomplishments & characteristics
• Time stamped
• Negative repair?
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(Lewicki, Saunders & Barry. 2011)
Trust
• What’s your definition?
• Key factors:
1. Individual disposition
2. Situations
3. History
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(Lewicki, Saunders & Barry. 2011)
Recent Research
• Initial high levels of trust
• Cooperation
• Individual motives
• Different focuses
• Shape party judgment
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(Lewicki, Saunders & Barry. 2011)
Recent Research
Sharing Effectiveness Dialogue Outcomes
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(Lewicki, Saunders & Barry. 2011)
• Favorable process
• Face-to-face
• Self-interest vs. representation
Recent Research
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(Lewicki, Saunders & Barry. 2011)
Justice
• Distributive
• Procedural
• Interactional
• Systemic
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(Lewicki, Saunders & Barry. 2011)
Repairing• Misunderstandings &
self-analysis
• Cause & action
• Persuasion over coercion
• Disrespect or acceptance & respect?
• Balance emotion & reason
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(Lewicki, Saunders & Barry. 2011)
What Do You Need to Do?