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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Three Types of Trust Relationships

Having reviewed the three types of relationships (personal, business, and embedded), we are ready to consider trust within relationships. Trust means different things to different people. Most of the time putting our trust in someone means that we could be exploited, and this would have great costs for us. Simply, if the other party is not trustworthy, we suffer. If on the other hand, the other party is trustworthy, both parties are better off. The problem with trust in relationships is that many situations involve some incentive for people to behave in an untrustworthy fashion so as to get ahead.

Next, we discuss three major types of trust: deterrence-based trust, knowledge-based trust, and identification-based ...

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