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William A. Donohue & Closepet N. Ramesh

In: Communication and Negotiation

Chapter 9: Negotiator-Opponent Relationships

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Negotiator-Opponent Relationships
Negotiator-opponent relationships
WilliamA.Donohue and ClosepetN.Ramesh

I can't even get to the table with these bozos. Hey, if they don't want to talk they can just suffer the consequences!

THIS QUOTE from an actual labor-management negotiation session characterizes a very important and often neglected area of negotiation research—relationship development. The problem is quite clear for most negotiators. Before they begin exchanging proposals, they must develop a working relationship that permits them to focus on the task. Greenhalgh (1987) articulates the problem clearly when he observes that relationship remains a crucial part of negotiation that researchers generally fail to explore. His description of the BATNA (Best Alternative to a Negotiated Agreement) concept is telling in this regard. Greenhalgh points out that inherent in the BATNA concept is the ...

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