Ch 9 Flashcards
What is the most important issue in a transactional negotiation?
the deal
Can everything be negotiated “up front” in a relationship negotiation?
often impossible
How do parties negotiate in a communal-sharing relationship?
more cooperative and empathetic
better quality agreements
more likely to share information and less likely to be coercive
Within a negotiation how does reputation, trust and justice change?
more critical and pronounced
What is the procedural justice?
The process of determining outcomes
What is the interactional justice?
How parties treat each other in one-to-one relationships
How can relationships be improved?
repair trust
concessions on substantive issues
In a negotiation involving relationships, what do parties of the relationship change their focus to?
future of the relationship
level of trust between parties
emotions and evaluations of the other negotiator
Questions of fairness
How might close relationship negotiators behave when balancing inquiry and advocacy in an integrative negotiation?
sacrifice their own preferences in order to preserve the relationship
What contributes to the level of trust one negotiator has for another?
The negotiator’s individual disposition toward trust
Situational factors
The history of the relationship between the parties
How does trust affect negotiations?
Higher levels = easier
Lower levels = more difficult
integrative increases
distributive decreases
