MGMT2004 Lecture Notes - Lecture 9: Interactional Justice, Distributive Justice, Procedural Justice
Document Summary
Issues on which parties truly disagree may never go away. In many negotiations, the other person is the focal problem. Many people approach a new relationship with an unknown other party with remarkably high levels of trust. I(cid:374)di(cid:448)idual (cid:373)oti(cid:448)es also shape trust a(cid:374)d e(cid:454)pe(cid:272)tatio(cid:374)s of the other"s behavior. Trustors and those trusted, may focus on different things as trust is being built. The nature of the negotiation task can shape how parties judge the trust. Greater expectations of trust between negotiators leads to greater information sharing. Greater information sharing enhances effectiveness in achieving a good negotiation outcome. Distributive processes lead negotiators to see he negotiation dialogue, and critical events in the dialogue, as largely about the nature of the negotiation task. Trust increase the likelihood that negotiation will proceed on a favorable course over the life of a negotiation. Face-to-face negotiation encourages greater trust development than negotiation online.
