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 actions can lead to a loss of trust in a negotiation?

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How does miscommunication affect trust in negotiations?

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What are dispositional attributes and how do they influence trust?

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Explain the Halo effect and its impact on trust in negotiations.

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What is the foretell effect and how does it relate to trust?

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