文档介绍：KANG Rong 1 McGraw-Hill/Irwin Copyright ? 2010 by The McGraw-panies, Inc. All rights reserved. KANG Rong 2 CHAPTER TEN Relationships in Negotiation KANG Rong 3 Negotiating through Others within a Relationship u The Adequacy of Established Research for Understanding Negotiation within Relationships u Forms of Relationships u Key Elements in Managing Negotiations within Relationships 10- 3 KANG Rong 4 Adequacy of Established Research for Understanding Negotiation within Relationships Current negotiation theory is based on transactional research. Only recently have researchers begun to examine negotiations in a relationship context: u Negotiating within relationships takes place over time u Negotiation is often not a way to discuss an issue, but a way to learn more about the other party and increase interdependence u Resolution of simple distributive issues has implications for the future 10- 4 KANG Rong 5 Adequacy of Established Research for Understanding Negotiation within Relationships u Distributive issues with