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Negotiation relationships

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Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill).

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Negotiation relationships

  1. 1. Relationships in NegotiationLDR 655WallaceSiena Heights University (Lewicki, Saunders & Barry. 2011)
  2. 2. Within RelationshipsTransactional research: • Time • Learning & interdependence • Simple distributive resolution impacts future work (Lewicki, Saunders & Barry. 2011)
  3. 3. Within Relationships • Distributive issues may be emotional • Endless negotiation – Defer difficulty over a good start – Impossibilities? – Unresolved? • Focal problem? • Relationship preservation (Lewicki, Saunders & Barry. 2011)
  4. 4. Communal Relationships• Cooperative and empathetic• Higher quality agreements• Better decision making and motor tasks• Both party outcomes• Focus on working norms (Lewicki, Saunders & Barry. 2011)
  5. 5. Communal Relationships • More sharing - less coercion • Indirect communication and unique conflict structure • More compromise (Lewicki, Saunders & Barry. 2011)
  6. 6. Key Elements• Reputation• Trust• Justice (Lewicki, Saunders & Barry. 2011)
  7. 7. Reputation • Perceptually subjective • Multiple reputations • Past behavior • Individual accomplishments & characteristics • Time stamped • Negative repair? (Lewicki, Saunders & Barry. 2011)
  8. 8. Trust• What’s your definition?• Key factors: 1. Individual disposition 2. Situations 3. History (Lewicki, Saunders & Barry. 2011)
  9. 9. Recent Research • Initial high levels of trust • Cooperation • Individual motives • Different focuses • Shape party judgment (Lewicki, Saunders & Barry. 2011)
  10. 10. Recent ResearchSharing Effectiveness Dialogue Outcomes (Lewicki, Saunders & Barry. 2011)
  11. 11. Recent Research• Favorable process• Face-to-face• Self-interest vs. representation (Lewicki, Saunders & Barry. 2011)
  12. 12. Justice • Distributive • Procedural • Interactional • Systemic (Lewicki, Saunders & Barry. 2011)
  13. 13. Repairing• Misunderstandings & self-analysis• Cause & action• Persuasion over coercion• Disrespect or acceptance & respect?• Balance emotion & reason (Lewicki, Saunders & Barry. 2011)
  14. 14. What Do You Need to Do? (Lewicki, Saunders & Barry. 2011)

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