Chapter 9: Relationships

Question 1

What are the 7 ways that an exiting relationship changes negotiation dynamics?

Answer 1

• negotiating within relationships takes place over time (i.e. alternate holidays w the in-laws)
• negotiation is a way to learn more about the other party and increase interdependence (finding commonality)
• Resolution of simple distributive issues has implications for the future (creating unintended precedents for the future)
• Distributive issues within relationship negotiations can be emotionally hot (anger, emotional baggage)
• Negotiating within relationships may never end, which can result in different consequences
• the other is the focal problem (one party’s existence, preference, lifestyle, or behavior can irritate the other)
• relationship preservation can be the overarching negotiation goal; parties make concessions on substantive issues to preserve the relationship

Question 2

What are the consequences of negotiating within relationships that may never end?

Answer 2

• parties may defer negotiations over tough issues in order to start on the right foot
• attempting to anticipate the future and negotiate everything up front is often impossible
• issues on which parties truly disagree may never go away (i.e. messy/clean person)

Question 3

Define relational identity theory.

Answer 3

groups often function like a “tribe”, drawn together by a strong common identity that creates such rigid boundaries around it that most efforts at using traditional techniques to resolve the dispute are almost predestined to fail

Question 4

What are the key elements in managing negotiations within relationships?

Answer 4

trust, reputation, and fair treatment are the most salient

Question 5

What are some important things about reputations?

Answer 5

• highly subjective in nature
• can have a number of different, even conflicting, reputations
• shaped by past behavior
• influenced by an individual’s personal characteristics and accomplishments
• develop over time but hard to change once developed
• others’ reputations can shape emotional states and expectations
• negative reputations are difficult to “repair”

Question 6

What are some individual antecedents of trust in negotiation?

Answer 6

• people generally start with high levels of trust
• individual motives shape expectations of trust
• some individuals have greater disposition to trust; others don’t
• emotions contribute to trust or distrust- anger contributes to distrust and competitive behavior

Question 7

What are some situational antecedents of trust in negotiation?

Answer 7

• nature of negotiation process shapes trust expectations. People who expect distributives negotiations are less trusting than parties who expect integrative negotiations.
• face-to-face negotiations encourage greater trust development
• negotiators representing other interest are less trustworthy

Question 8

What are some outcomes of trust?

Answer 8

• cooperative behavior
• enhances sharing of information
• better outcomes
• more communication and understanding
• parties who trust less tend to argue and justify their own preferences and listen less

Question 9

What makes an apology effective?

Answer 9

• verbal statement recognizing trust breach is better than not making any comment
• time dependent; sooner is better
• sincerity
• taking personal responsibility instead of blaming external circumstances
• if the situation was an isolated event
• if it wasn’t caused by deceptive behavior (i.e. lies, bluffs, misinformation)

Question 10

What are the four types of justice?

Answer 10

distributive, procedural, interactional, and systemic

Question 11

What is distributive justice?

Answer 11

distribution of outcomes; outcomes should be fair and distributed equally (i.e. split the difference)

Question 12

What is procedural justice?

Answer 12

process of determining outcomes (i.e. parties may be concerned they were not treated fairly during the negotiation)

Question 13

What is interactional justice?

Answer 13

how parties treat each other in one-to-one relationships

Question 14

What is systemic justice?

Answer 14

about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated (i.e. discrimination, disfranchised groups)

Question 15

What is the procedural justice effect?

Answer 15

parties involved in shaping a negotiation are more committed to that decision

Question 16

What is egocentric bias, and is it similar across cultures?

Answer 16

Basically, it’s believing that you deserve more than others; not similar across cultures and more prominent in individualistic cultures as opposed to collectivist

Question 17

What are the five steps to repairing a relationship?

Answer 17

• what might be causing any present misunderstanding, and what can I do to understand it better?
• what is causing a lack of trust, and how do i begin to repair that trust?
• what might be causing one of both of us to feel coerced, and how do I persuade instead of coerce?
• what might be causing us to feel disrespected?
• what might be causing us to get upset, and how do i balance emotion and reason?

Question 18

What are three ways to repair trust?

Answer 18

verbal accounts, pay reparations (studies have shown this is most effective, ‘cause we all like $$$, or impose new structures to minimize circumstances by which trust violations could occur in the future