Social Capital in Negotiation: Leveraging the Power of Relational Wealth

Ariel C. Avgar and Eun Kyung Lee

Chapter 5 in Negotiation Excellence:Successful Deal Making, 2014, pp 79-100 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:IntroductionDefining Social CapitalDifferent Types of Social Capital and Relational TiesOutlining the Benefits and Costs of Social Capital: Implications for NegotiatorsThe Creation and Maintenance of Social Capital: Implications for NegotiatorsThe Joint Ownership and Interdependency of Negotiators' Social CapitalMaintaining Shared Values and Norms with Negotiating CounterpartConclusions

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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