The article introduces a framework for understanding how unrecognized dissatisfaction after a negotiation can affect the trust, cooperation, and relationships needed to make an agreement successful.
Key Takeaways
- Reaching an agreement does not necessarily mean both parties feel positively about the negotiation, and one party may fail to recognize the other’s dissatisfaction.
- The framework focuses on whether negotiators accurately understand the other party’s post-negotiation experience, including perceptions shaped by trust, emotions, and communication.
- Unrecognized concerns may be especially consequential when an agreement depends on continued cooperation, including employment agreements and client relationships.
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