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McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserv ed. CHAPTER TEN Relationships in Negotiation Negotiating through Others within a Relationship • The Adequacy of Established Research for Understanding Negotiation within Relationships • Forms of Relationships • Key Elements in Managing Negotiations within Relationships 10-3 Adequacy of Established Research for Understanding Negotiation within Relationships Current negotiation theory is based on transactional research. Only recently have researchers begun to examine negotiations in a relationship context: • Negotiating within relationships takes place over time • Negotiation is often not a way to discuss an issue, but a way to learn more about the other party and increase interdependence • Resolution of simple distributive issues has implications for the future 10-4 Adequacy of Established Research for Understanding Negotiation within Relationships • Distributive issues within relationships can be emotionally hot • Negotiating within relationships may never end – 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 10-5 Adequacy of Established Research for Understanding Negotiation within Relationships • In many negotiations, the other person is the focal problem. • In some negotiations, relationship preservation is the overarching negotiation goal, and parties may make concessions on substantive issues to preserve or enhance the relationship 10-6 Forms of Relationships Four fundamental relationship forms: 1. Communal sharing 2. Authority ranking 3. Equality matching 4. Market pricing 10-7 Forms of Relationships 1. Communal sharing – A relation of unity, community, collective identity, and kindness, typically enacted among close kin – Such relationships are found in: • Families • Clubs • Fraternal organizations • Ethnic Groups • Neighborhoods 10-8 Forms of Relationships 2. Authority ranking – A relationship of asymmetric differences, commonly exhibited in a hierarchical ordering of status and precedence – Examples include: • Subordinates to bosses • Soldiers to their commander • Negotiators to their constituents 10-9 Forms of Relationships 3. Equality matching – A one-to-one correspondence relationship in which people are distinct but equal, as manifested in balanced reciprocity (or tit-for- tat revenge) – Examples include: • College roommates 10-10 . resolving conflicts 10- 13 Key Elements in Managing Negotiations within Relationships • Reputation • Trust • Justice 10- 14 Key Elements in Managing Negotiations. in Managing Negotiations within Relationships 10- 3 Adequacy of Established Research for Understanding Negotiation within Relationships Current negotiation