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 before schedule. (I offer you a carrot.) I might also have a penalty clause. (If you fail to finish the job by a certain date, I reduce the payment.) Deterrence-based trust is often based on contracts and monitoring. For example, if I hire you to work for me as a childcare provider, and I install ...
Get The Truth About Better Decision-Making (Collection), 2/e now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
