Losing Trust in a Negotiation

The video discusses how certain actions in negotiations can lead to a loss of trust. It covers breaches or defections from expected behavior, miscommunication, and dispositional attributes, explaining how each can diminish trust. The Halo and Foretell effects are also explored, illustrating how perceptions of a person's character can influence trust. Clear communication and understanding the separation between character and actions are emphasized as crucial for maintaining trust.

What is a key factor that can lead to a loss of trust in negotiations?

• Adhering to expected behavior

• Increasing transparency

• Breaching expected behavior

• Offering concessions

Why is clear communication crucial in maintaining trust during negotiations?

• It ensures the other party knows your intentions

• It allows for more concessions

• It reduces the need for written agreements

• It speeds up the negotiation process

What is the Halo effect in the context of negotiations?

• A tendency to see all actions as negative

• A method to increase negotiation speed

• A belief that all actions are positive based on one trait

• A strategy to win trust quickly

How can dispositional attributes affect trust in negotiations?

• They ensure a fair negotiation process

• They improve communication between parties

• They lead to assumptions that may not be accurate

• They help in understanding the other party's needs

What is the opposite of the Halo effect?

• The foretell effect

• The mirror effect

• The echo effect

• The shadow effect