ORGS 4560 Lecture Notes - Lecture 6: Forego
9 May 2016
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Document Summary
When the parties know each outside the negotiation context, the negotiation takes an emotional overtone that can either help/hurt the process. When negotiating with a friend, negotiators may pay more attention to their behaviors and may monitor their words & actions for standards of trust and fairness. Potential risk to the friendship vs potential gain to be had through negotiating in a trusting manner. In the friendship world, money is only important in that it can help promote caring: sometimes, ppl who feel they received too good of a deal from a friend may insist on giving gifts to even the score". Relationship norms may limit the amt of surplus we can create in a negotiation. One way around it: change the labels associated w/ negotiation ( just business" -> don"t interpret it in a personal way) Yet good business sense is rooted in maintaining good relations. Also different types of relationships: some around mentoring & parenting, others w/ reciprocity.
