When Relationships Matter

A Different Notion of Winning

Key Topics Covered in This Chapter

  • Why relationships matter
  • How perceptions of relationship value affect negotiations
  • Separating the deal from the broader relationship

THIS CHAPTER considers negotiating with employees, customers, and suppliers—parties who represent important relationships. Unlike many situations in which negotiators try to maximize outcomes in their favor, these are situations in which the relationship with the other side is of equal or greater importance, particularly over time. “Winning” in these cases, even if the negotiation appears purely distributive, means more than simply claiming the most value.

Why Relationships Matter

People tend to think of negotiating as ...

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