N9 : Summary
In this chapter,we discuss the effects of relationships during the negotiation process. It illustrates some traditional researches which study the negotiation process. The chapter identifies some issues that make negotiations in relationships different from and more challenging than conducting either distributive or integrative negotiations. Many professional negotiations conducted in businesses, law, government, communities, and international affairs occur in a context in which the parties have a past( and future) relationship, and their relationship strongly affects the negotiation process. Then, it follows by the effect of key elements in negotiations within relationships. Trust is an individuals belief in and willingness to act on the words, actions and decisions of another. Justice means whether individuals are fair treated in organization. These three important issues in relationships can shape the expectations of people’s behavior in negotiation.
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