negotiation relationships

(Lewicki, Saunders & Barry. 2011)

Relationships in Negotiation

LDR 655

Wallace

Siena Heights University


Within Relationships

Transactional research:

• Time

• Learning & interdependence

• Simple distributive resolution impacts future work


Within Relationships• Distributive issues may

be emotional• Endless negotiation

– Defer difficulty over a good start

– Impossibilities?

– Unresolved?

• Focal problem?

• Relationship preservation


Communal Relationships

• Cooperative and empathetic

• Higher quality agreements

• Better decision making and motor tasks

• Both party outcomes

• Focus on working norms


• More sharing - less coercion

• Indirect communication and unique conflict structure

• More compromise

Communal Relationships


Key Elements

• Reputation

• Trust

• Justice


Reputation

• Perceptually subjective

• Multiple reputations

• Past behavior

• Individual accomplishments & characteristics

• Time stamped

• Negative repair?


Trust

• What’s your definition?

• Key factors:

1. Individual disposition

2. Situations

3. History


Recent Research

• Initial high levels of trust

• Cooperation

• Individual motives

• Different focuses

• Shape party judgment


Recent Research

Sharing Effectiveness Dialogue Outcomes


• Favorable process

• Face-to-face

• Self-interest vs. representation

Recent Research


Justice

• Distributive

• Procedural

• Interactional

• Systemic


Repairing• Misunderstandings &

self-analysis

• Cause & action

• Persuasion over coercion

• Disrespect or acceptance & respect?

• Balance emotion & reason


What Do You Need to Do?

negotiation relationships

Education