In this case, one party is seeking to control a negotiation by challenging the other party’s claims to legitimacy and credibility. To advocate for your interests and concerns, you need a framework to help you understand what is happening.
One such framework is the shadow negotiation-the underlying relationship that develops and evolves whenever people bargain. Whether parties are discussing price or performance, they’re also negotiating their relationship. To focus on the shadow negotiation is to examine how parties manage impressions, claim and maintain legitimacy and credibility, assert power and influence, and shape perceptions.