Psychology and Trust in a Negotiation

The video discusses psychological tendencies that influence trust in negotiations, focusing on similarity attraction, exposure, and reciprocity. Similarity attraction suggests we trust those similar to us, while exposure and proximity increase trust through frequent contact. Reciprocity involves mutual exchanges, enhancing trust when actions are reciprocated.

What is the similarity attraction effect in the context of negotiation?

• An attraction to individuals who share similar beliefs and values

• A focus on financial incentives in negotiations

• A preference for negotiating with strangers

• A tendency to trust people who are different from us

How does exposure influence trust in negotiations?

• By emphasizing financial benefits

• By increasing familiarity and contact frequency

• By focusing on written agreements

• By reducing the need for communication

What is the role of functional distance in building trust?

• It decreases trust due to lack of communication

• It increases trust through physical proximity

• It has no impact on trust

• It only affects trust in virtual negotiations

What is the principle of reciprocity in negotiation?

• A tendency to avoid future interactions

• An emphasis on written contracts

• A focus on competitive strategies

• A belief that favors will be returned

According to research, what can be a powerful driver for future cooperation?

• Offering financial incentives

• Focusing solely on personal gains

• Having others do something for you and appreciating their efforts

• Avoiding any form of contact