Q & A Table of Contents
Why Is Relationship Important In Negotiation?
From: Jureerut, Nakhonsrithammarat, Thailand
Question: I am studying in Southern College of Technology at Makhonsrithammarat. One of the subjects I am studying is Negotiation. I ask " Why Relationship is one of the 7 Pillars of Negotiational Wisdom" as found in your book, Negotiating Skills for Managers?
Response: Thanks for your question. As is indicated at the top of our question submission form, we do not provide responses to questions for academic papers.
However, just to be a nice guy and establish a good relationship, I will respond to your question.
When you have been doing business for a long time with someone, the relationship can be very important: it can have an impact on the price, how quickly you get delivery, what sort of quality of goods you receive. For example, my brother always goes to the same bakery. One time I was with him when he asked for a particular kind of bread which was displayed among the products. The baker shook his head and told my brother to wait. When the last loaf of the desired bread was sold, the baker went back to the area where the bread is made and brought out a fresher loaf for my brother. The relationship certainly helped then.
Relationship is also important in negotiating within your family. You will be related to your parents/siblings/cousins for a long time. When you want them to do something -- or to stop doing something -- you need to figure out whether that issue is more important than the long-term relationship.
Good luck,
Steve
| 
