Negotiation chapter 9 "Negotiations in Communal Relationships"

· Are more cooperative and empathetic.
· Craft better quality agreements.
· Perform better on both decision making and motor tasks.
· Focus their attention on the other party’s outcomes as well as their own.
· Focus more attention on the norms that develop about the way that they work together.
· Are more likely to share information with the other and less likely to use coercive tactics.
· Are more likely to use indirect communication about conflict issues and develop a unique conflict structure.
· May be more likely to use compromise or problem solving as strategies for resolving conflicts.


Guidelines for balancing inquiry and advocacy include the following:

When advocating your own view,
1) Make your reasoning explicit.
2) Encourage others to explore your view.
3) Encourage others to provide different views.
4) Actively inquire into others’ views that differ from your own.

When inquiring into others’ views,
1) State your assumption clearly and acknowledge that they are assumptions.
2) Share the “data” on which your assumptions are based.
3) Don’t ask questions if you are not genuinely interested in the others’ responses.

When you arrive at an impasse,
1) Ask what logic or data might change the others’ views.
2) Ask if there is any way you might jointly design a technique that might provide more information.

When you or others are hesitant to express views or experiment with alternative ideas,
1) Encourage them (or yourself) to think out loud about what might be making it difficult.
2) If mutually desirable, jointly brainstorm ideas about overcoming ant barriers.