RELATIONSHIPS

Question 1

what is a relationship

Answer 1

meaningful pairing of entities where future expectation shape current behavior

Question 2

4 Fundamental relationship forms

Answer 2

1. communal sharing
2. authority ranking
3. quality matching
4. market pricing: calculate cost & benefits ratios. deal + important than relationship

Question 3

Family business negotiation guidelines

Answer 3

1. prepare for complications
   2.strive for transparency
   3.consider neutral adviser
   4.anticipate upcoming problems

Question 4

key elements for managing negotiations within relationships

Answer 4

1. reputation: perceived subjective in nature, once established difficult to change
2. trust: level of trust negotiator has in another, factors of how you were raised, past relationships

Question 5

Types of trust

Answer 5

1. Calculus based trust: calculate the value of creating trust
2. Calculus based distrust: cost>benefits
3. identification based trust: trust based of common goal
4. identification based distrust: incompatibility of values in common goals

Question 6

How to increase calculus based trust

Answer 6

1. keep promises
   2.develop good reputation

Question 7

How to increase identification based trust

Answer 7

1. develop similar interest
2. develop similar goals

Question 8

How to manager calculus based trust

Answer 8

1. monitor other’s action
   2.build plans for verifying commitments

Question 9

How to manage identification based distrust

Answer 9

1. expect regularly disagreement
   2.minimize interdependence

Question 10

Trust and Negotiation Processes

Answer 10

Distributive nego:
trustors: focus on rick by disclosing info
trustees: focus on benefits they might gain from the other party

Integrative negotation
trustors: focus what info to provide
trustees: focus what kind of info need to meet goals

Question 11

Outcome of trust

Answer 11

1. cues cooperative behavior
2. enhances sharing info, better outcomes
   3.tend to communicate more, understand perspectives
   4.tend less to argue

Question 12

To repair the trust

Answer 12

1. apologize
2. reparations
3. new structure

Question 13

JUSTICE

Answer 13

1. distributive justice
2. procedural justice: procedural justice effect
3. interactional justice
4. systemic justice