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

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Building Trust: Rational and Deliberate Mechanisms

In the next part of this chapter, we take up the task of how to build trust when none may exist, how to identify the key threats to the development of trust in a relationship, and how to repair trust once it is broken. In our discussions, we focus primarily on knowledge-based and identification-based trust. With a little bit of thinking, people can take some proactive steps to build trust in their relationships with others. Thinking about trust in a preemptive sense can save people much suffering and ward off potential problems. We outline 10 trust-building steps that have their roots in mindful, rational, deliberate behavior. (For an examination of how businesspersons attempt to secure trust, ...

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