Americans recognize that negotiation occurs within relationships and that negotiation conduct affects those relationships. How hard to push, what tactics to employ, how to communicate—all are influenced by whether the relationship is ongoing and how valuable it is. With strangers in one-time transactions, Americans may bargain harder than with ongoing partners whose relationship has continuing value.
The negotiator who damages an important relationship to win a single negotiation is considered strategically foolish even if tactically successful. This relational awareness creates calibration challenges: push hard enough to achieve outcomes but not so hard as to damage the relationship. When negotiating with Americans in ongoing relationships, recognize that they are balancing interest pursuit against relationship maintenance—and expect them to notice whether you are doing the same. United States Negotiation
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