Building and Eroding Trust: Types, Behaviors, and Negotiation

Posted on Feb 11, 2025 in Other subjects

Understanding Trust: Building, Eroding, and Negotiation Dynamics

Deterrence-based Trust: Trust based on fear of consequences if violated.
Knowledge-based Trust: Trust founded on knowing the other party well enough to predict their behavior.
Identification-based Trust: The highest form of trust, where parties understand and appreciate each other’s wants and intentions.

Predictability/Consistency: Acting reliably and consistently over time.
Relaxed/Open Body Language: Non-verbal cues indicating comfort and openness.
Active Listening: Fully concentrating on, understanding, responding to, and remembering what is being said.
Empathy: The ability to understand and share the feelings of another.
Reciprocity: Exchanging things with others for mutual benefit.
Collaborating: Working jointly with others towards a common goal.

Inconsistent Behaviors: Actions that are unpredictable or contradictory.
Silence: Lack of communication or response.
Psychological Pressure/Threats: Using intimidation or coercion tactics.
Listening to Respond vs. Understand: Focusing on formulating a reply rather than comprehending the speaker’s message.
Focus on Self vs. Others: Prioritizing one’s interests over those of others.
Tense Posture: Body language indicating stress or discomfort.
Limited Eye Contact: Avoiding or minimizing eye contact during interactions.
Inappropriate Affect: Emotional responses that don’t match the situation.

Risk Tolerance: The degree of uncertainty an individual is willing to accept.
Level of Adjustment: How well an individual adapts to new situations or environments.
Relative Power: The perceived balance of power between parties.

Security: The feeling of safety or protection in a given situation.
Number of Similarities: The degree to which parties share common traits or experiences.
Alignment of Interests: The extent to which goals and objectives are shared between parties.
Benevolent Concern: Genuine care for the well-being of others.
Capability: The ability to perform or achieve certain actions or outcomes.
Predictability and Integrity: Consistency in behavior and adherence to moral principles.
Level of Communication: The quality and quantity of information exchange.

Natural Human Tendencies Concerning Trust: Innate inclinations in how people approach trust.
Benefits of Trusting Others: Positive outcomes that result from placing trust in others.
Potential Drawbacks of Misplaced Trust: Negative consequences that can occur when trust is given inappropriately.
Actions/Practices for Trusting More Wisely: Strategies to develop more discerning trust decisions.

Speak Their Language: Communicate in a way that resonates with the other party.
Manage Your Reputation: Cultivate and maintain a positive image.
Make Dependence a Factor: Create situations where parties rely on each other.
Make Unilateral Concessions: Offer compromises without expecting immediate reciprocation.
Explain Your Demands: Provide clear rationales for your requests or positions.
Maximize Joint Gains: Seek outcomes that benefit all parties involved.

Power in Negotiation: The ability to influence the outcome of a negotiation.
Sources of Power: Various factors that contribute to one’s influence in a negotiation.
Reservation Point: The least favorable point at which one will accept a negotiated agreement.
BATNA (Best Alternative To a Negotiated Agreement): The most advantageous alternative course of action a party can take if negotiations fail.
Target or Aspiration Points: The ideal outcome a negotiator aims for.
Opening Offer: The initial proposal made in a negotiation.

Last edited 11 minutes ago