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Tips on Managing Relationship Value

 April 4, 2006

"If you want to keep a relationship on an even keel, manage it as you would any other activity that matters to you.

• Create trust.  Trust is created when people see tangible evidence that one's words and actions are in harmony.  So avoid making commitments you may be unable to honor, and always do what you have committed to do.  Trust is also created when you acknowledge and demonstrate respect for the other party's core interests.
• Communicate.  The different parties should communicate their interests, capabilities, and their concerns to each other.  For example, if you agreed to complete a customer survey for the marketing vice president within thirty days but have hit a logjam, communicate that information to him.
• Never sweep mistakes under the rug.  Mistakes are bound to happen.  Acknowledging and addressing them - quickly - is always the best course of action.
• Ask for feedback.  If everything appears to be going as planned, never assume that the other side sees it the same way.  Be proactive in uncovering problems.  The other side will respect you for it (Harvard Business Essentials, 2003, p. 118),"

Reference:  Harvard Business Essentials: negotiation.  2003.  Boston:  Harvard Business School Publishing Corporation.

Harvard Business Essentials: Negotiation is available on loan from the Ohio State University Leadership Center.  To borrow this resource or any other resource, please go to the resource search page http://164.107.48.88/winnebago/index.asp?lib=???

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Created: 2008-04-01, Updated: 2009-04-30