Chapter 9.Relationships in Negotiation

This chapter focus on the ways that past and future relationships impacts present negotiation.It evaluate the status of previous negotiation which has almost exclusively on market exchange relationship and evaluates its status for different types of relationships,particularly communal sharing and authority ranking relationship.The relation shows that the party shift their focus considerably, moving away from a soul focus on price and exchange to attend the future relationship, including the level of trust between the parties and questions of fairness, and to build strong positive reputation.