In any negotiation, you’re likely to have information about the other party or about the deal (industry facts, economic health, new products, and so on) that the other party might not know you have.
trust betrayal
Trust is the firm reliance on the integrity, ability, or character of a person or thing. A betrayal of this is the revelation that such reliance is misplaced.
The following items are tagged trust betrayal.
Measuring the Cost of Betrayal Aversion
Richard Zeckhauser and Program on Negotiation faculty member Iris Bohnet have found that negotiators leave substantial amounts of money on the table due to betrayal aversion. They conducted experiments in which they compared people’s willingness to take risks in two decision situations. The first situation is a lottery whose outcome is based on chance. Participants must choose between:
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