Types of Relationship in a Negotiation

The video discusses the impact of different types of relationships on negotiations, focusing on business-only, friendship-only, and multiplex relationships. Business-only negotiations are straightforward but influenced by social comparison. Friendship-only negotiations face challenges due to cultural and exchange norms, leading to equality-based approaches. Multiplex relationships combine business and social ties, complicating negotiations due to prior social experiences.

What is a key characteristic of business-only negotiations?

• They are influenced by cultural norms.

• They involve market pricing.

• They are driven by emotional ties.

• They focus on equality-based approaches.

In friendship-only negotiations, what tends to hinder the ability to reach an integrative agreement?

• Competitive approaches

• Market pricing

• Social comparison

• Exchange norms

What are 'sticky ties' in the context of negotiations?

• Strong business connections

• Emotional bonds that complicate negotiations

• Cultural norms affecting negotiations

• Legal obligations in business deals

Which type of negotiation is most affected by prior social experiences?

• Business-only

• Friendship-only

• Mixed or multiplex

• Competitive

What is a common challenge in mixed or multiplex relationships during negotiations?

• Absence of cultural norms

• Overemphasis on competitive approaches

• Lack of market pricing

• Influence of sticky ties