N9 Relationships in Negotiation

In this chapter, the author focus on the ways these past and future relationships impact present negotiation.  This discussion considers general assumptions that have been made about the theory and practice of negotiation assumptions that have not taken into account any ralationship between the parties and provides a critical evaluation of the adequacy of negotiation theory for understanding and managing negotiations within relationships.  Reputation, trust,  and justice are three elements that become more critical and pronounced when they occur within a ralationship negotiation.