This chapter identifies several issues that make negotiating in relationship different from and more challenging than conducting either distributive or integrative negotiations between parties who have no past or intended future relationship. “Relationship” is the meaning assigned by two or more individuals to their connectedness or coexistence. There are four key dimensions of relationship; Attraction, Rapport, Bonding, and Breadth.
Reputation, trust, and justice are three elements that be come more critical and pronounced when they occur within a relationship negotiation. Your reputation is how other people remember their past experience with you, so it is the legacy that you leave behind after a negotiation encounter with another party. Higher levels of trust make negotiation easier, while lower levels of trust make negotiation more difficult. There are three things that contribute to the level of trust one negotiator may have for another: the individual’s chronic disposition toward trust; situation factors; and the history of the relationship between the parties. The third major issue in relationships is the question of what is fair or just. Not only are various form of justice interrelated, but reputation, trust, and justice all interact in shaping expectations of the other’s behavior
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