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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 4, 2025, from https://doi.org/10.69645/EMUO3648.Export Citation (RIS)
Publication History
- Published on May 19, 2013