Chapter 09 – Relationships in Negotiation
Chapter 09
Relationships in Negotiation
1. (p. 193) Negotiations occur in a rich and complex social context that has a significant impact
on how the ____________ interact and how the process evolves.
2. (p. 194) Only recently have researchers begun to examine actual negotiations in a rich
____________ context in order to offer better prescriptions on how to negotiate where the
3. (p. 195) Distributive issues within ____________ negotiations can be emotionally hot.
4. (p. 196) In some negotiations, relationship preservation is the overarching negotiation goal
and parties may make concessions on ____________ issues to preserve or enhance the
5. (p. 197) Salacuse says that negotiators should recognize a long-term business deal as a
____________ negotiation.
