1. Relationships
Chapter 9

2. Key Elements in Managing Negotiations within Relationships
Reputation
Trust
Justice

3. Key Elements in Managing Negotiations within Relationships
Trust
“An individual’s belief in and willingness to act on the words, actions and decisions of another”
Three things that contribute to trust
Individual’s chronic disposition toward trust
Situation factors
History of the relationship between the parties

4. Giving people proper credit Admitting mistakes
According to Asherman, the following items are the most critical in creating trust
Meeting commitments
No surprises
Being consistent
Giving people proper credit
Admitting mistakes
Admitting when they do not know something

5. Taking responsibility for their actions Not making threats
(Continued)
Taking responsibility for their actions
Not making threats

6. Types of Trust in Relationships
Deterrence-based trust
Knowledge-based trust
Identification-based trust

7. Trust/Relationship Grid
Personal
Business
Embedded
Lack of trust
Prenuptial agreements
Surveillance
Theory X management
Use of threats,
punishments, sanctions
Surveillance
Use of threats,
punishments, sanctions
Deterrence-based
Sympathy for the other
Customer-driven focus
Assessment of clients’
needs
Understand and
appreciate partners
Knowledge-based
Theory Y management
Selection of employees who
fit corporate culture and its
values
Restructuring to serve customer
Empathy
Development of social
identity
True empathy for other
Investment in other’s welfare
Identification-based

8. Building Trust: Rational and Deliberate Mechanisms
Transform personal conflict into task conflict
Agree on a common goal or shared vision
Capitalize on network connections
Find a shared problem or shared enemy
Focus on the future

9. Building Trust: Psychological Strategies
Similarity-attraction effect
Mere exposure
Good mood
Physical presence
Reciprocity principle
Don’t gloat
Schmoozing
Flattery
Self-disclosure

10. What Leads to Mistrust? Breaches or defections Miscommunication
Poor pie expansion
Dispositional attributions
Focusing on the “bad apple”
Social comparison

11. Process for Repairing Broken Trust
Suggest a personal meeting
Put the focus on the relationship
Apologize
Let them vent
Do not get defensive
Ask for clarifying information
Test your understanding
Formulate a plan
Think about ways to prevent a future problem
Do relationship check-up at a scheduled date

12. Reputation Protecting your reputation Impressions of others
Halo effect
Forked-tail effect
Repairing your reputation

13. Key Elements in Managing Negotiations within Relationships
Reputation
Perceptual and highly subjective in nature
An individual can have a number of different, even conflicting, reputations
Influenced by an individual’s personal characteristics and accomplishments.
Develops over time; once developed, is hard to change.
Negative reputations are difficult to “repair”

14. Key Elements in Managing Negotiations within Relationships
Justice
Can take several forms:
Distributive justice
The distribution of outcomes
Procedural justice
The process of determining outcomes
Interactional justice
How parties treat each other in one-to-one relationships
Systemic justice
How organizations appear to treat groups of individuals

15. Understanding Negotiation within Relationships: Remember
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

16. Understanding Negotiation within Relationships: Remember
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