Reading Relationships, Assessing Commitments

Reading Relationships, Assessing Commitments

Understand the impact that relationships have on the progress of negotiations, and how exploring the networks that exist on both sides can contribute towards negotiation success.


Relationships matter to the outcome of any negotiation. In a distributive negotiation, good relationships can prevent a stalemate. In integrative negotiations, the chances of success are significantly reduced without a good working relationship going in. The relationships between the parties involved in the negotiation can determine:

·       how fixed each side’s stance will be on certain positions,

·       how aggressive each side...