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1. Negotiations and bargaining: introduction
- Prof. Charles B. Craver
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2. Negotiations & bargaining: styles & stages
- Prof. Charles B. Craver
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3. Negotiations and bargaining: techniques
- Prof. Charles B. Craver
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4. Using integrative bargaining to achieve mutually beneficial agreements
- Prof. Carrie Menkel-Meadow
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5. The inherently distributive aspects of many bargaining interactions
- Prof. Donald G. Gifford
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6. Secrets of power negotiating
- Mr. Roger Dawson
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7. Psychological barriers to negotiation
- Prof. Andrea K. Schneider
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8. The critical nature of non-verbal signals in negotiation
- Dr. Wendi Adair
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9. Negotiation: telephonic and email
- Prof. Kimberlee Kovach
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10. The use of mindfulness meditation to reduce bargaining anxiety
- Ms. Rachel A. Wohl
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11. Negotiation ethics
- Prof. Art Hinshaw
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12. Trust in negotiation
- Prof. Roy J. Lewicki
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13. Negotiating across cultures
- Prof. Jeswald W. Salacuse
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14. Negotiating in European Union countries
- Mr. Lothar Katz
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15. Negotiating through a mediator
- Prof. Dwight Golann
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16. Managing business conflict: the use of "alternative dispute resolution" in business disputes
- Prof. Thomas J. Stipanowich
Printable Handouts
Navigable Slide Index
- Introduction
- Why do we negotiate?
- Effective exchange of information (1)
- Effective exchange of information (2)
- Absence of trust during negotiation (1)
- Absence of trust during negotiation (2)
- Establishing and maintaining trust
- Dilemma of trust
- Dilemma of honesty
- Resolution of the two dilemmas
- How you demonstrate trust in negotiation? (1)
- How you demonstrate trust in negotiation? (2)
- How you demonstrate trust in negotiation? (3)
- How does trust get broken?
- How to repair broken trust
- Verbal accounts (1)
- Verbal accounts (2)
- Reparations
- Structural solutions
- Summary (1)
- Summary (2)
- Summary (3)
- Thank you!
- Bibliography
This material is restricted to subscribers.
Topics Covered
- Why we negotiate
- Exchange of information
- Importance of trustworthiness and trust
- Credibility
- Diplomacy
- Honesty
- Consequences of absent or broken trust
- Dilemma of trust
- Dilemma of honesty
- Managing the dilemmas
- Competence
- Integrity
- Trust violations
- Trust repair
- Verbal accounts
- Apologies
- Reparations
- Structural solutions
- Verification
- Monitoring
Talk Citation
Lewicki, R.J. (2013, May 19). Trust in negotiation [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved October 31, 2024, from https://doi.org/10.69645/EMUO3648.Export Citation (RIS)