Truth 35. Building trust
Trust in a negotiation is like lubricant in a car engine: Things go a lot more smoothly in its presence. Three types of trust operate in our relationships:
Deterrence-based trust
Knowledge-based trust
Identification-based trust
Deterrence-based trust is based on the principle of carrots and sticks. If I want you to work for me, I might give you an incentive to complete a contracting job by offering you a bonus for finishing ...
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