October 2000
Intermediate to advanced
378 pages
14h 47m
English
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Conclusion
Establishing trust and building a relationship is key for effective negotiation. On an intuitive level, people realize this, yet many people do not know how to deal with the complexities involved in personal, business, and embedded relationships. We have seen that three types of trust—deterrence-based, knowledge-based, and identification-based—can exist in different types of relationships. We identified two routes by which to build trust in relationships: rational and deliberate mechanisms, and emotional mechanisms. In terms of rational strategies, negotiators can enhance trust in relationships by transforming A-type conflict into C-type conflict, agreeing on a common goal or shared vision, creating a place to air conflict, expanding ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.