How Relationships Affect Negotiations

The video discusses the impact of relationships on negotiation dynamics, highlighting that closer relationships generally have a positive effect. It emphasizes the role of empathy in fostering cooperation and better decision-making. The video also explores how relationships can lead to equality and equity-based outcomes, promoting a less competitive negotiation style. However, it notes that relationships can also be constraints, as parties may prioritize maintaining the relationship over other negotiation aspects.

How does having a close relationship between negotiating parties generally affect the negotiation?

• It decreases the focus on outcomes.

• It results in more coercive tactics.

• It promotes empathy and cooperation.

• It leads to increased competition.

What is a common orientation of individuals in negotiations involving close relationships?

• Collaborative

• Coercive

• Secretive

• Highly competitive

What is a key benefit of sharing information in negotiations?

• It increases coercive tactics.

• It fosters problem-solving and integration.

• It decreases the likelihood of compromise.

• It leads to more competitive outcomes.

What is a potential constraint of having a close relationship in negotiations?

• It limits the ability to learn.

• It can constrain the negotiation process.

• It reduces the need for interdependence.

• It eliminates the need for compromise.

Why might parties choose to defer certain negotiation aspects?

• To maintain a positive relationship

• To avoid making any decisions

• To increase competition

• To reduce empathy