Types of Trust in a Negotiation

The video tutorial discusses the concept of trust in negotiation, defining it as the belief that someone will act according to expectations. It introduces three types of trust: deterrence-based, knowledge-based, and identification-based. Deterrence-based trust relies on justice and consequences, knowledge-based trust is built on information and reputation, and identification-based trust stems from perceived commonalities. The tutorial also covers various forms of justice, such as distributive, procedural, interactional, and systematic justice, and explains how these relate to trust in negotiation.

What is the primary belief underlying trust in negotiation?

• That negotiation is a zero-sum game

• That rules are meant to be broken

• That someone will act according to expectations

• That people will always act in their own interest

What motivates individuals to act in a certain way under deterrence-based trust?

• The wish to maintain harmony

• The need for social approval

• The desire for personal gain

• The fear of consequences or repercussions

Which effect describes the tendency to act contrary to perceived control?

• Bandwagon effect

• Halo effect

• Reactance effect

• Placebo effect

What type of justice focuses on the distribution of outcomes?

• Interactional justice

• Systematic justice

• Procedural justice

• Distributive justice

How is procedural justice defined in the context of negotiation?

• By the fairness of the outcome

• By the emotional connection between parties

• By the process of carrying out the negotiation

• By the reputation of the negotiators

What is knowledge-based trust primarily based on?

• Fear of consequences

• Information and reputation

• Shared values and emotions

• Group membership

Identification-based trust relies on what key factor?

• Strict adherence to rules

• Past interactions

• Commonalities and shared values

• Social status