1. Relationships & Multiple Parties Week 12

2. C ONTEXT OF E XISTING R ELATIONSHIP  Negotiating within relationships takes place over time  Negotiation not just discussing the issues  Resolution of distributive issues impacts future  Distributive issues can trigger emotions

3. C ONTEXT OF E XISTING R ELATIONSHIP  Negotiating within relationships may never end.  Sometimes, the other person is the problem!  Relationship preservation may be the goal

4. M ANAGING N EGOTIATIONS WITHIN R ELATIONSHIPS – K EY E LEMENTS  Reputation  Highly Subjective  Various and Conflicting  Shaped by past  Individual determinants  Develop over time (hard to change)  Long-lasting

5. M ANAGING N EGOTIATIONS WITHIN R ELATIONSHIPS – K EY E LEMENTS  Trust  Negotiation Difficulty  Integrative vs. Distributive Behavior  “Benefit of the doubt”  Individual Motives  Information sharing  Communication medium  Agency Issues

6. M ANAGING N EGOTIATIONS WITHIN R ELATIONSHIPS – K EY E LEMENTS  Restoring Trust  Severity increases difficulty  Past Relationship affects  Timely Apology  Sincere Apology  Take personal responsibility  If isolated event

7. M ANAGING N EGOTIATIONS WITHIN R ELATIONSHIPS – K EY E LEMENTS  Justice  Distributive Justice  Procedural Justice  Interactional Justice

8. R EPAIRING A R ELATIONSHIP  What might be causing present misunderstanding, and what can I do to understand it better?  What might be causing lack of trust, and what can I do to begin to repair it?  What might be causing one or both of us to feel coerced, and what can I do to focus on persuasion instead?  What might be causing one or both of us to feel disrespected, and what can I do to demonstrate better acceptance and respect?  What might be causing one or both of us to get upset, and what can I do to balance emotion and reason?

9. M ULTIPLE P ARTY N EGOTIATIONS  Audiences to Negotiation  Team Members  Constituent  Bystander/Observer

10. M ULTI - PARTY N EGOTIATIONS  Prenegotiation Stage  Identify participants  Develop Coalitions  Define group member roles  Understand costs & consequences of No Agreement  The Actual Negotiation  The Agreement Stage