Fundamental Relationship Forms and Negotiation Paper Example

1. Define the four fundamental relationship forms. Provide examples of these four forms.

The four fundamental relationship forms include communal sharing, authority ranking, equality matching and market pricing.

Is your time best spent reading someone else’s essay? Get a 100% original essay FROM A CERTIFIED WRITER!

Save 25%

Communal sharing stems from the relation of unity, sense of community as well as the collective identity of a group. Such form of relationship is mainly found in fraternal organizations, families, and clubs whose members share utilities, or facilities

Authority ranking is the form of relationship mainly found in an organization where people accept the hierarchy and reporting structure. in such organizations, there are bosses and subordinates. There are also leaders and followers with a banking relationship with the leaders trusted by the followers to guide them and in most cases, represent them and negotiate for them. In that relationship, trust, fair play as well as authority relationships are the norm

Equality matching is the form of relationship in which everyone has equal power, and rights. the balanced reciprocity of power and decision making is mainly common in colleges where roommates are distinct but separate.

The market pricing relationship is transaction based on the main currency in that relationship, substantive items are exchanged. These relationships are shorter as they end immediately after the exchange and each exchange is period is defined by terms and condition of the exchange. Contracts may be used for formalizing the relationship for accountability purposes

2. Explain the two routes to influence.

According to Richard Pretty and John Cacioppo, There are two main routes to influence: the central route to influence and the peripheral route to influence. The Central Route to Influence refers to the message and the way it is delivered. For example, the central route to influence occurs consciously whereby the speaker integrates the message into the audiences previously existing cognitive structures. On the other hand, the Peripheral Routes to Influence focuses on the subtle cues and the context. The peripheral routes to influence is less structured for cognitive processing

Why is it helpful for someone to have a strong understanding of these routes to influence during the negotiation process?

It is important for a person to have a strong understanding of the routes to infect during the negation process because it helps in getting a buy-in. for example, one will know whether to use direct messages that require co genitive processing or whether to use subtle cues in the message. One can also analyze the context of the message to determine the type of message to deliver and the delivery method to use. Some audiences are more susceptible to more "automatic" influence when the subtle cues are used while other is not.

3. Explain the two aspects that can influence the target's role and options.

The aspects include the aspects of message and aspect of context. Aspects of Messages refer to the message order, message format and the source characteristics. If the messages are packaged properly, the audiences can be influenced to change their positions easily. On the other hand, the aspects of Context include reciprocity, commitment, Social Proof, scarcity, punishment, and rewards. These factors can influence or force a target to change his roles and choose a different option.

4. Describe the ways a relationship can be repaired.

To repair the relationship, it is important to find out what causes the misunderstanding and determine what can or should be done to understand the issue better. Secondly, the relationship can be repaired by finding out what is causing lack of trust so that the trust can be repaired whether it is through apologies or compromise. The relationship can also be repaired by first finding out what is causing the parties to feel disrespected or coerced and put more focus on the persuasion and not coercion.

Reference

Lewicki, J., Saunders, M., & Barry, B. (2015). Negotiation (7th ed.). New York, NY: McGraw-Hill Education.