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 and how does it influence trust in negotiations?

Explain how exposure affects trust in negotiation scenarios.

What role does functional distance play in establishing trust among individuals?

Discuss the concept of reciprocity and its impact on trust in negotiations.

How can building someone up after they do something for you enhance future cooperation?