列维奇 商务谈判（第8版）IMChap10Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 10 Relationships in Negotiation Chapter Overview Up to this point, we have described the negotiation process as though it occurred between two parties who had no prior relationship or knowledge of each other, came together to do a deal, and maintained no relationship once the deal was done. This is clearly not the way many actual negotiations unfold. In this chapter, we will focus on the ways these past and future relatio