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The Truth About Negotiations by Leigh Thompson

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Truth 52Building trust

Trust in a negotiation is like lubricant in a car engine: Things go a lot more smoothly. Three types of trust operate in our relationships:

  • Deterrence-based trust
  • Knowledge-based trust
  • Identification-based trust

Deterrence-based trust is based on the principle of carrots and sticks. If I want you to perform work for me, I might give you an incentive to complete a contracting job by offering you a bonus for finishing before schedule. (I offer you a carrot.) I might also have a penalty clause. (If you fail to finish the job by a certain date, I reduce the payment.) Deterrence-based trusts are often based on contracts and monitoring. For example, if I hire you to work for me as a child-care provider, and I install a hidden ...

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