RELATIONSHIPS Flashcards
1
Q
what is a relationship
A
meaningful pairing of entities where future expectation shape current behavior
2
Q
4 Fundamental relationship forms
A
- communal sharing
- authority ranking
- quality matching
- market pricing: calculate cost & benefits ratios. deal + important than relationship
3
Q
Family business negotiation guidelines
A
- prepare for complications
2.strive for transparency
3.consider neutral adviser
4.anticipate upcoming problems
4
Q
key elements for managing negotiations within relationships
A
- reputation: perceived subjective in nature, once established difficult to change
- trust: level of trust negotiator has in another, factors of how you were raised, past relationships
5
Q
Types of trust
A
- Calculus based trust: calculate the value of creating trust
- Calculus based distrust: cost>benefits
- identification based trust: trust based of common goal
- identification based distrust: incompatibility of values in common goals
6
Q
How to increase calculus based trust
A
- keep promises
2.develop good reputation
7
Q
How to increase identification based trust
A
- develop similar interest
- develop similar goals
8
Q
How to manager calculus based trust
A
- monitor other’s action
2.build plans for verifying commitments
9
Q
How to manage identification based distrust
A
- expect regularly disagreement
2.minimize interdependence
10
Q
Trust and Negotiation Processes
A
Distributive nego:
trustors: focus on rick by disclosing info
trustees: focus on benefits they might gain from the other party
Integrative negotation
trustors: focus what info to provide
trustees: focus what kind of info need to meet goals
11
Q
Outcome of trust
A
- cues cooperative behavior
- enhances sharing info, better outcomes
3.tend to communicate more, understand perspectives
4.tend less to argue
12
Q
To repair the trust
A
- apologize
- reparations
- new structure
13
Q
JUSTICE
A
- distributive justice
- procedural justice: procedural justice effect
- interactional justice
- systemic justice
