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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 November 21, 2024, from https://doi.org/10.69645/EMUO3648.Export Citation (RIS)