Chapter9 Relationnship in negotiation
In this chapter,the author focus on te ways these past and future relationships impact present negotiations.The chapter identifies some issues that make negotiating in relationships different from and more challenging than conducting either distributive or integrative negotiations. Then, it follows by the effect of key elements in negotiations within relationships. Trust is an individual’s belief in and willingness to act on the words, actions and decisions of another. Justice means whether individuals are fair treated in organization.
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