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Principle of Trust in Negotiation
Trust is something of great importance in negotiation. Professor Richard C. Reuben defined it as “a state involving expectations about another’s motives and actions with respect to oneself in situations entailing risk of uncertainty”. In the outline of his Negotiation----Law 5810, he states that there are three types of trust in professional relationships:
● Deterrence-based trust (威懾型信任)
☆ Calculus-based trust (預(yù)計(jì)型信任)
● Knowledge-based trust (了解型信任)
● Identification-based trust (識(shí)別型信任)
Ⅰ. Trust Building in Negotiation
1. Speak their language 2. Manage your reputation
3. Make dependence a factor
4. Make unilateral concessions 5. Name your concessions
6. Explain your demands
In their book entitled The Only Negotiating Guide You Will Ever Need, Peter B. Stark and Jane Flaherty list fifteen things that a negotiator can do to build trust with his counterpart.
1. Demonstrate your competence 2. Make sure the nonverbal signals you are sending match the words you are saying
3. Maintain a professional appearance 4. Communicate your good intentions
5. Do what you say you are going to do 6. Go beyond the conventional relationship
7. Listen 8. Over-communicate
9. Discuss the indiscussibles 10. Provide accurate information, without any hidden agenda
11. Be honest----even when it costs you something 12. Be patient
13. Uphold fairness
14. Negotiate for abundance, not scarcity 15. Take calculated risks
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