(Lewicki, Saunders & Barry. 2011)

Relationships in Negotiation

LDR 655

Wallace

Siena Heights University

(Lewicki, Saunders & Barry. 2011)

Within Relationships

Transactional research:

• Time

• Learning & interdependence

• Simple distributive resolution impacts future work

(Lewicki, Saunders & Barry. 2011)

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)

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)

• More sharing - less coercion

• Indirect communication and unique conflict structure

• More compromise

Communal Relationships

(Lewicki, Saunders & Barry. 2011)

Key Elements

• Reputation

• Trust

• Justice

(Lewicki, Saunders & Barry. 2011)

Reputation

• Perceptually subjective

• Multiple reputations

• Past behavior

• Individual accomplishments & characteristics

• Time stamped

• Negative repair?

(Lewicki, Saunders & Barry. 2011)

Trust

• What’s your definition?

• Key factors:

1. Individual disposition

2. Situations

3. History

(Lewicki, Saunders & Barry. 2011)

Recent Research

• Initial high levels of trust

• Cooperation

• Individual motives

• Different focuses

• Shape party judgment

(Lewicki, Saunders & Barry. 2011)

Recent Research

Sharing Effectiveness Dialogue Outcomes

(Lewicki, Saunders & Barry. 2011)

• Favorable process

• Face-to-face

• Self-interest vs. representation

Recent Research

(Lewicki, Saunders & Barry. 2011)

Justice

• Distributive

• Procedural

• Interactional

• Systemic

(Lewicki, Saunders & Barry. 2011)

Repairing• Misunderstandings &

self-analysis

• Cause & action

• Persuasion over coercion

• Disrespect or acceptance & respect?

• Balance emotion & reason

(Lewicki, Saunders & Barry. 2011)

What Do You Need to Do?