Winning the Negotiation, Losing the Relationship
Winning the negotiation, losing the relationship — what the studies show, and what they do not.
The Research
Gulati (1995, Academy of Management Journal) shows that trust accumulated between partners reduces the costs of negotiating subsequent agreements.
The Limitation
A study of industrial alliances using indirect measures.
The Nuance
An overwhelming victory over a long-term partner comes at a price in the next negotiation. (our executive and employee training programmes)
Practical Implication, Testable in Bern
Before forcing a point, assess the cost of making a concession against the value of the relationship. To go further: explore the Advanced Negotiation training in Bern in the canton of Bern, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Bern
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