Negotiation chapter 9 "The Adequacy of Established Theory and Research for Understanding Negotiation within Relationships"

Although we have tried to keep formal discussion of negotiation research in the background, a brief digression is important for the research here.

There are three serious problems with this strong laboratory research tradition:

·The first is that most of our conclusions about effective negotiations have been drawn from
studies using a limited set of fairly simple bargaining games and classroom simulations.

·Second, theory based on laboratory research has been extensively used for prescriptive
purposes; thus, rather than just describe what people actually do in negotiations, many books
have used that theory to guide negotiators about what they should do and how they should
negotiate.

·Third-and most problematic-there is a major difference in context between the research
laboratory and actual negotiations.

When negotiating in the context of an important relationship, relationship issues could dramatically change our approach to negotiation strategy and tactics. As Sheppard and Tuchinsky note:

1.Negotiating within relationships takes place over time.

2.Negotiation is often not a way to discuss an issue, but a way to learn more about the other
party and increase interdependence.

3.Resolution of simple distributive issues has implications for the future.

4.Distributive issues within relationship negotiations can be emotionally hot.

5.Negotiating within relationships may never end.
This may have several consequences:
1)Parties may defer negotiations over tough issues in order to start on the right foot.
2)Attempting to anticipate the future and negotiate everything up front is often impossible.
3)Issues on which parties truly disagree may never go away.

6.In many negotiations, the other person’s behavior is the focal problem.

7.In some negotiations, relationship preservation is the overarching negotiation goal, and parties
may make concessions on substantive issues to preserve or enhance the relationship.

Three important rules for negotiating a relationship:

·Don’t rush prenegotiation.

·Recognize a long-term business deal as a continuing negotiation.

·Consider mediation or conciliation.