Trust Building, Diagnosis, and Repair in the Context of Negotiation
The following sections are included in this chapter: What is Trust and How is it Manifested in Negotiations?; What Makes a Negotiation Party Trustworthy?; Ability; Integrity; Benevolence; Perceived ability, integrity, and benevolence in combination; How Can I Gain Others' Trust?; How Can I Asse...
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
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Institutional Knowledge at Singapore Management University
2011
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/3106 https://ink.library.smu.edu.sg/context/lkcsb_research/article/4105/viewcontent/TrustBuilding_2011_av.pdf |
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| Institution: | Singapore Management University |
| Language: | English |
| Summary: | The following sections are included in this chapter: What is Trust and How is it Manifested in Negotiations?; What Makes a Negotiation Party Trustworthy?; Ability; Integrity; Benevolence; Perceived ability, integrity, and benevolence in combination; How Can I Gain Others' Trust?; How Can I Assess Another's Trustworthiness?; Repairing Trust After a Violation. |
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