How negotiators can use social relations to create advantage

This paper proposes a relational approach to negotiation, which moves beyond the negotiator-to-negotiator relationship to a social network level. The argument is that negotiators can rely on their social networks to increase their effectiveness at the table. Specifically, the paper claims that negotiators can use social relations to search for, and locate, individuals who can provide (a) useful skills and competencies, (b) task-related knowledge and information, and (c) assets for structuring the process. The paper further suggests that negotiators can rely on these resources to both complement and substitute for their personal negotiation-related capabilities. The paper draws on the argument presented to reflect on and review negotiation-related training and development techniques.