MGTS_3602_Week_6_Trust__relationship_and_conflict_management_web_2

MGTS_3602_Week_6_Trust__relationship_and_conflict_management_web_2

Info iconThis preview shows pages 1–13. Sign up to view the full content.

View Full Document Right Arrow Icon
MGTS 3602 Week 6 Negotiation: Relationships, Trust and Conflict Management Dr. Remi Ayoko UQ Business School University of Queensland
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Lecture objectives { To explore the following: z Types of negotiating relationships z Key dimensions in negotiating relationships z Trust as a tool in managing relationships in negotiation z Developing trust z Factors that are likely to threaten trust and z Conflict Management
Background image of page 2
Types of negotiating relationships { Communal sharing- people who share a common identity { Authority ranking- based on inequality in terms of power, authority and control. { Equality matching- people of similar power who expect the other to contribute and receive within the negotiation process. { Market pricing -people with different comparable values interchanged at different times during a negotiation.
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Relationships in negotiation The key to successful negotiation s is to develop relationships, not conquests (Dworetzky,1998a) { Personal relationships z Spouses, friends, neighbours { Business relationships z Colleagues, supervisors, business associates { Embedded relationships(Uzzi,1997) z A mixture of personal and business relationships
Background image of page 4
Four dimensions that affect relationships { Attraction { Rapport { Bonding { Breadth
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Four Key Dimensions of Relationships
Background image of page 6
Negotiation in personal/communal relationships { Most friendships are based on communal norms as opposed to exchange norms { Communal norms prescribe z we take care of the people we love and are close to respond to their needs { Personal relationships z are communal in nature and we respond to others out of a heartfelt need to take care of their interests and reciprocity is expected.
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Negotiations in communal relationships { Characteristics of negotiations with friends z Less competition z More exchange of information z More concessions z Less demands z Compromise/problem solving as a strategy { Reason z Fear of conflict
Background image of page 8
Business Relationships { Consider: z Status and rank issues are associated with business relationships z Need for swift trust z No one-shot business situation z Most likely use exchange norms (see mkt pricing)
Background image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Embedded relationships { What are they? z Where the relationship is both business and friendship e.g. family business { Pitfalls in embedded relationship z Emotional potential is higher-leading to interpersonal conflict z Internal value of conflict z Myopia { Assessing the quality of relationships
Background image of page 10
Key Elements in Managing Negotiations within Relationships (Lewicki, 2006) { Reputation { Justice { Trust
Background image of page 11

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Key Elements in Managing Negotiations within Relationships { Reputation z Perceptual and highly subjective in nature z An individual can have a number of different, even conflicting, reputations z Influenced by an individual’s personal
Background image of page 12
Image of page 13
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 31

MGTS_3602_Week_6_Trust__relationship_and_conflict_management_web_2

This preview shows document pages 1 - 13. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online