CHAPTER10: RELATIONSHIPS IN NEGOTIATION UPDATED ACTUAL
Questions And Correct Answers
How can existing relationships change negotiation 1. Negotiating within relationships takes place over time
dynamics 2. Resolution of simple distributive issues has implications for the future
3. Distributive issues within relationship negotiations can be emotionally hot and
may lead to difficulties in future negotiation
4. In many negotiations, the other person is the focal problem
5. In some negotiations, relationship preservation is the negotiation goal
Negotiating within relationships takes place over time -beyond a discussion of issues, negotiation is a way to learn more about the other
party and increase interdependence
-this turns distributive negotiation styles to integrative styles
-(existing relationships change negotiation dynamics 1 of 5)
Resolution of simple distributive issues has implications -may set future precedent (decision that is the basis/reason for future decisions)
(involvement) for the future that is difficult to break
-May cement an unequal power relationship between the parties
-(existing relationships change negotiation dynamics 2 of 5)
Distributive issues within relationships can be what? emotionally hot and may lead to difficulties in future negotiations
(existing relationships change negotiation dynamics 3 of 5)
In many negotiations, the other person IS the focal Permanent separation or relationship dissolution may be the only solution
problem. What may you do then? (existing relationships change negotiation dynamics 4 of 5)
In some negotiations, relationship preservation is the The parties may make concessions to preserve or enhance the relationship
negotiation goal. What may be done if this is the goal? (existing relationships change negotiation dynamics 5 of 5)
, Forms of Relationships 1. In most relationships, each party's actions influence the other
2. Relationship is defined here as a pairing of entities that has meaning to the
parties
3. Two key assumptions
In most relationships, each party's actions influence the How a person reacts depends on the type of relationship they have
other. (forms of relationships 1 of 3)
What is "relationship" defined as? -as a pairing of entities (independent existence) that has meaning to the parties
-present and future interactions influence their behavior today
(forms or relationships 2 of 3)
Forms of relationships (3 of 3) has two key assumptions: -the parties have a history and an expected future with each other
-the link between the parties themselves has meaning
Relational Model Theory identifies four types of 1. Communal Sharing
relationships: 2. Authority Ranking
3. Equality Matching
4. Market Pricing
Communal Sharing Such as families, clubs, or ethnic groups drawn together by a collective sense of
(1 of 4 Fundamental Relationship Forms) identity
A type of relational structure in which the members of a Communal Sharing
group emphasize their common identity, and each have
the same rights and privileges. What fundamental
relationship form is this?
Authority Ranking Such as subordinates to bosses where control is accomplished by acknowledging
(2 of 4 Fundamental Relationship Forms) legitimate authority
A type of relational structure in which people are linearly Authority Ranking
ordered along a hierarchical social dimension in which
higher ranking people have prestige and privileges while
those ranking lower do not. What type of fundamental
relationship form is this?
Equality Matching Such as teams (pull together to win) OR groups coordinating an action (all share
(3 of 4 Fundamental Relationship Forms) the load) OR siblings (turn-taking, fair share)
A type of relational structure based on the idea of Equality Matching
balance and reciprocity in which people keep track of
what is exchanged, and they are motivated to pay back
what has been exchanged in equivalent turns. What type
of fundamental relationship form is this?
Market Pricing where quantitative value takes precedence over the relationship between
(4 of 4 Fundamental Relationship Forms) negotiators; they are interchangeable
Questions And Correct Answers
How can existing relationships change negotiation 1. Negotiating within relationships takes place over time
dynamics 2. Resolution of simple distributive issues has implications for the future
3. Distributive issues within relationship negotiations can be emotionally hot and
may lead to difficulties in future negotiation
4. In many negotiations, the other person is the focal problem
5. In some negotiations, relationship preservation is the negotiation goal
Negotiating within relationships takes place over time -beyond a discussion of issues, negotiation is a way to learn more about the other
party and increase interdependence
-this turns distributive negotiation styles to integrative styles
-(existing relationships change negotiation dynamics 1 of 5)
Resolution of simple distributive issues has implications -may set future precedent (decision that is the basis/reason for future decisions)
(involvement) for the future that is difficult to break
-May cement an unequal power relationship between the parties
-(existing relationships change negotiation dynamics 2 of 5)
Distributive issues within relationships can be what? emotionally hot and may lead to difficulties in future negotiations
(existing relationships change negotiation dynamics 3 of 5)
In many negotiations, the other person IS the focal Permanent separation or relationship dissolution may be the only solution
problem. What may you do then? (existing relationships change negotiation dynamics 4 of 5)
In some negotiations, relationship preservation is the The parties may make concessions to preserve or enhance the relationship
negotiation goal. What may be done if this is the goal? (existing relationships change negotiation dynamics 5 of 5)
, Forms of Relationships 1. In most relationships, each party's actions influence the other
2. Relationship is defined here as a pairing of entities that has meaning to the
parties
3. Two key assumptions
In most relationships, each party's actions influence the How a person reacts depends on the type of relationship they have
other. (forms of relationships 1 of 3)
What is "relationship" defined as? -as a pairing of entities (independent existence) that has meaning to the parties
-present and future interactions influence their behavior today
(forms or relationships 2 of 3)
Forms of relationships (3 of 3) has two key assumptions: -the parties have a history and an expected future with each other
-the link between the parties themselves has meaning
Relational Model Theory identifies four types of 1. Communal Sharing
relationships: 2. Authority Ranking
3. Equality Matching
4. Market Pricing
Communal Sharing Such as families, clubs, or ethnic groups drawn together by a collective sense of
(1 of 4 Fundamental Relationship Forms) identity
A type of relational structure in which the members of a Communal Sharing
group emphasize their common identity, and each have
the same rights and privileges. What fundamental
relationship form is this?
Authority Ranking Such as subordinates to bosses where control is accomplished by acknowledging
(2 of 4 Fundamental Relationship Forms) legitimate authority
A type of relational structure in which people are linearly Authority Ranking
ordered along a hierarchical social dimension in which
higher ranking people have prestige and privileges while
those ranking lower do not. What type of fundamental
relationship form is this?
Equality Matching Such as teams (pull together to win) OR groups coordinating an action (all share
(3 of 4 Fundamental Relationship Forms) the load) OR siblings (turn-taking, fair share)
A type of relational structure based on the idea of Equality Matching
balance and reciprocity in which people keep track of
what is exchanged, and they are motivated to pay back
what has been exchanged in equivalent turns. What type
of fundamental relationship form is this?
Market Pricing where quantitative value takes precedence over the relationship between
(4 of 4 Fundamental Relationship Forms) negotiators; they are interchangeable
