Summary Chapter 9
Negotiation – Relationships in negotiation
We have studied negotiation as if the parties do not know each other, do not expect to deal with each other in the future, and are engaged in a market transaction only over price and quantity.
Chapter 9 explores the way that existing relationships affect negotiation. Many business negotiations are conducted by parties who already know each other and their relationships strongly affect the negotiation process.
The authors argue that most negotiations occur within these relationship contexts adding a level of unique complexities.
From my personal experience, I find that positive personal relationships are a key success factors for successful negotiation. Lacking that relationship increases the gap negotiators must bridge before success can take place. More time and effort must be spent in arriving to a mutual understanding.
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