Negotiation is that people are in relationships that have a past, present and future. Many negotiations concern how we work and live together over time and how to coordinate action and share responsibilities or how to manage problems that have arisen in the relationship.
Reputation, trust, and justice are three elements that become more critical and pronounced when they happen in a relationship negotiation.
Three things that contribute to the level of trust for negotiators to negotiator:
1) The individual’s chronic disposition toward trust
2) Situation factors
3) The history between them.
Within relationships we see parties shift their focus considerably moving away from a sole focus on price and exchange to also attend to the future of the relationship. By doing this the trust between party’s increases and they build strong positive reputations.
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