In this article some negotiating skills and negotiation tactics for building trust with your counterpart are presented. … Read More
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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. See Also: Dealmaking Negotiations: How to Build Trust at the Bargaining Table, Negotiation Skills: Plant a Trust Land Mine, Measuring the Cost of Betrayal Aversion.
The following items are tagged trust betrayal
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 … Read More
Adapted from “How to Build Trust at the Bargaining Table,” first published in the Negotiation newsletter. Carol’s longtime doctor diagnoses her with a serious illness and recommends immediate, aggressive treatment. Carol would like to seek a second opinion, but she doesn’t want to offend her doctor—who, after all, has always provided her with excellent care. Carol … Read More
Adapted from “The Payoff of Trust,” by Iris Bohnet (Professor, Harvard Kennedy School), first published in the “Negotiation newsletter.” It’s natural to fear trust betrayal, or the violation of pivotal expectations of trustworthiness. Recent corporate and religious scandals have tragically demonstrated the substantial costs of such betrayals. Victims suffer emotional harm, and their ability to trust … Read More