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Establishing Trust and Building a

Relationship
October 8, 2015

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October 8, 2015

What do negotiators care about?

1.
2.
3.
4.

Instrumental outcome
Feelings about oneself
Feelings about the process
Feelings about the relationship

People side of win-win

Types of Trust in Relationship

Deterrence-based trust (consistency)
Knowledge-based trust (info)
Identification-based trust (empathy)

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October 8, 2015

Building Trust: Rational and

Deliberate Mechanism

Transform personal conflict into task conflict

Agree on a common goal or shared vision
Capitalize on network connection
Find a shared problem or shared enemy
Focus on the future

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October 8, 2015

Building Trust: Psychological

Strategies

Similarity attraction effect

Mere exposure
Physical presence
Reciprocity principal
Schmoozing
Flattery
Self-disclosure

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October 8, 2015

What Leads to Mistrust?

Breaches or defections
Miscommunication
Poor pie expansions
Dispositional attributions
Focusing on the bad apple

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October 8, 2015

Process for Repairing Broken Trust

1. Suggest a personal meeting
2.Put the focus on the relationship
3.Apologize
4.Let them vent
5.Do not get defensive
6.Ask for clarifying information
7.Test your understanding
8.Formulate a plan
9.Think about a ways to prevent a future problem
10.Do relationship check-up at a scheduled date

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October 8, 2015

Reputation
Protecting your reputation
Impressions of others
Halo effect
Forked-tail effect

Repairing your reputation

Relationships in Negotiation
Negotiating with friends
Negotiating with businesspeople
Embedded relationships