1(a) One reason a good relationship between two negotiating parties is beneficial is

It tends to narrow the ZOPA

A good relationship generates trust between the parties

It make it easier for each party to effectively conceal their actual goals from the other party

1(b) A highly productive long-term employee is negotiating with their boss about salary, bonus, and job responsibilities in the coming fiscal year. Both parties recognize that their relationship is important both now and the future, however it is likely that

The relationship is likely to be damaged by this and all subsequent negotiations because ultimately, every negotiation is a zero-sum game

There will be a greater level of suspicion and lack of trust because they both know the other side has a motive to obscure what they really think

The importance of the relationship makes it less likely that either party will attempt to claim any value

Neither the employee or the boss can really put a number on the value of the relationship, and neither really knows how the other party views the value of the relationship

1(c) All of the following are reasons to maintain a good relationship with the other side except:

You would like to form trust between the two of you

You plan to make future transactions with the other party

You think it will help strengthen your BATNA

You expect the other side to help you later if you make concessions now