In this chapter we have explored the way existing relationships shape negotiation. We have learned in experimental research setting, consisting of two negotiating parties who don’t know each other, don’t expect to deal with each other. The book also talks about three major issues that are important to know. Reputation is the legacy that negotiators leave behind after a negotiation encounter with another party. Trust, there are three things relate to the level of trust, they are: the individual’s chronic disposition toward trust; situation factors; the history of the relationship between the parties. Justice as we can easy to see, they have four different types of justice need to know, they include: distributive justice; procedural justice; interactional justice; and systemic justice.
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