Chapter 10: Relationships in Negotiation UPDATED ACTUAL Questions And
Correct Answers
4 Relationships in Negotiation: 1. Communal Sharing
2. Authority Ranking
3. Equality Matching
4. Market Pricing
Communal Sharing Unity, community, collective identity
Authority Ranking -Hierarchical ordering of status and precedence
-Accompanied by command and displays of deference
Equality Matching -One-to-one correspondence relationships
-Distinct, but equal
Market Pricing -Interchangeable because the deal is more important than people
-Goods, services, tangible resources define the worth of the relationship
Aspects of Relationships Your reputation is how other people remember their past experience with you
-Easy to destroy. Difficult to recover.
An individual's belief in and willingness to act on the words, actions, and decisions
of another is trust
(Look to tables 10.1, 10.2, 10.3 for strategies)
The apparent fairness or lack of fairness in relationships is the perceived amount
of justice.
-Remember that life ain't fair!
Trust: -Calculus
-Identification
Trust repair (important to negotiations if damage has been done)
Calculus Trust Trust concerned with assuring consistent behavior. "I should trust them because if
I don't..."
Individuals will do what they say based on being rewarded, and/or fear of
backlash or punishment
Identification Trust Considers mutual understanding and appreciation of each other's wants due to a
communal identity. "I trust them because I understand their needs."
Justice Distributive
Procedural
Interactional
Systemic
Correct Answers
4 Relationships in Negotiation: 1. Communal Sharing
2. Authority Ranking
3. Equality Matching
4. Market Pricing
Communal Sharing Unity, community, collective identity
Authority Ranking -Hierarchical ordering of status and precedence
-Accompanied by command and displays of deference
Equality Matching -One-to-one correspondence relationships
-Distinct, but equal
Market Pricing -Interchangeable because the deal is more important than people
-Goods, services, tangible resources define the worth of the relationship
Aspects of Relationships Your reputation is how other people remember their past experience with you
-Easy to destroy. Difficult to recover.
An individual's belief in and willingness to act on the words, actions, and decisions
of another is trust
(Look to tables 10.1, 10.2, 10.3 for strategies)
The apparent fairness or lack of fairness in relationships is the perceived amount
of justice.
-Remember that life ain't fair!
Trust: -Calculus
-Identification
Trust repair (important to negotiations if damage has been done)
Calculus Trust Trust concerned with assuring consistent behavior. "I should trust them because if
I don't..."
Individuals will do what they say based on being rewarded, and/or fear of
backlash or punishment
Identification Trust Considers mutual understanding and appreciation of each other's wants due to a
communal identity. "I trust them because I understand their needs."
Justice Distributive
Procedural
Interactional
Systemic
