Explain Three Ways An Existing Relationship Changes Negotiat

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Explain Three Ways An Existing Relationship Changes Negotiation Dynami Explain three ways an existing relationship changes negotiation dynamics. Describe three aspects of messages that foster peripheral influence. Explain how these aspects affect communications. Define the four fundamental relationship forms. Provide examples of these four forms. Explain the two different types of trust and why trust is important in the negotiation process.

Dr. Jack HW Helper · Accepted Answer

Negotiation dynamics are significantly influenced by existing relationships, which can alter the approach, communication styles, and outcomes of interactions. First, established relationships tend to foster higher levels of trust, reducing the need for extensive persuasion and fostering more collaborative negotiations. Second, ongoing relationships influence power dynamics, often leading to more cooperative behavior, as parties are motivated to preserve the relationship. Third, previous interactions create a shared history, enabling negotiators to interpret messages more subtly, which can streamline or complicate the negotiation process depending on the context. Messages that foster peripheral influence are characterized by aspects like credibility, attractiveness, and social proof. Credibility enhances trustworthiness; when communicators are perceived as credible, their messages are more persuasive even outside the core content—peripheral cues help shape opinions subtly. Attractiveness influences message acceptance through likability and charisma, which can sway perceptions without direct reference to substantive content. Social proof leverages group consensus, affecting communication by increasing the likelihood of acceptance based on perceived popularity or unanimity among peers. These aspects influence communication by shaping attitudes through cues beyond the factual content, often guiding decisions unconsciously. The four fundamental relationship forms include communal, contractual, hierarchical, and autonomous relationships. Communal relationships are characterized by intimacy and a sense of mutual caring, such as friendships or close family bonds, where benefits are given without explicit expectations. Contractual relationships are based on explicit agreements, like employment contracts or business transactions, emphasizing clear roles and responsibilities. Hierarchical relationships involve power asymmetry, such as employer-employee dynamics, where authorit

Explain Three Ways An Existing Relationship Changes Negotiation Dynami

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