Exam 10: Relationships in Negotiation

Parties who are in a communal-sharing relationship (or who expect to have future interaction)focus their attention more on the other party's outcomes as well as their own.

Why are some research questions best answered under controlled laboratory conditions?

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values,common goals,and positive emotional attachment to the other.

Describe an equality matching relationship.

Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following?

In a market pricing relationship,people see each other as interchangeable.

What are the three things that contribute to the level of trust one negotiator may have for another?

In calculus-based trust,the promise of reward is likely to be a more significant motivator than the threat of punishment.

What are some of the findings of the limited amount of negotiation research about communal-sharing relationships?

The values that govern a market pricing relationship are determined by a market system and include all but which of the following?

It is clear that much of the early work of negotiation research has been dominated by the assumptions of a _______________ relationship.

In calculus-based trust

With respect to trust in relationship contexts,research has found that trustors tend to make judgments about trustees on what dimensions?

The four forms of justice (distributive,procedural,interactive,systemic)are separate entities that are never intertwined.

Building a relationship may be an essential critical component of being successful in negotiation.

Systemic justice is about the way that organizations appear to treat groups of individuals.

According to John Gottman' studies;successful long-term relationships are characterized by continuing to stress what one likes,values,appreciates and ____________ in the other.

Higher ranks dominate lower ranks is an example of "authority ranking" as a fundamental relationship form.Under what other form would you find the concept of "tit-for-tat" revenge?

What key elements become more critical and pronounced when they occur within a negotiation?

Because relationship negotiations are never over,