Every business can often be judged by the extent in how it values its relationships. The truth is that every business does have a relationship with numerous groups and individuals. We have suppliers, customers, employees, labour and union representatives, to name a few. Whether we realize it or not, we interact with these groups and individuals through our relationship with them. Relationships matter and we must understand the reason why they are so important to our business
Reputation, trust, and justice are three elements that become more critical and pronounced when they occur within a relationship negotiation. Reputation is a “ perceptual identity, reflective of the combination of salient personal charactieristics and accomplishments, demonstrated behavior and intended images preserved over time, as observed directly and/or as reported from secondary sources. Trust is an individual’s belief in and willingness to act on the worlds, actions and decisions of anothers. Justice is the question of what is fair or just. Justice has been a major issue in the organizational sciences: individuals in organizations often debate whether their pay is fair.
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