6-1 establishing trust and building a relationship chapter 6

6-1

Establishing Trust and Building a Relationship

CHAPTER 6

6-2

Types of Trust in Relationships

• Deterrence-based trust• Knowledge-based trust• Identification-based trust

CHAPTER 6

Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall

6-3

Exhibit 6-1: Resources That May be Exchanged in a Relationship

CHAPTER 6


Source: Adapted from Foa, U., & Foa, E. (1975). Resource theory of social exchange. Morristown, NJ: General Learning Press.

Services

Material Goods

Finances,

Money

Data, Information

Rank,Status

Affection, Love

General

Abstract

Person-specific

Concrete

6-4

Exhibit 6-2: Subjective Value Inventory CHAPTER 6


Think about your most recent negotiation. Rate your response to each of the following questions ona scale of 1 to 7, with 1 = not at all; 4 = moderately; and 7 = perfectly true or characteristic.1. How satisfied are you with your own outcome—i.e., the extent to which the terms of youragreement (or lack of agreement) benefit you?2. How satisfied are you with the balance between your own outcomes and the outcome(s) ofyour counterpart(s)?3. Did you feel like you forfeited or “lost” in this negotiation?4. Do you think the terms of your agreement are consistent with the principles of legitimacy ofobjective criteria (e.g., common standards of fairness, precedent, industry practice, legality, etc.)?5. Did you “lose face” (i.e., damage your sense of pride) in the negotiation?6. Did this negotiation make you feel more or less competent as a negotiator?7. Did you behave according to your own principles and values?8. Did this negotiation positively or negatively impact your self-image or your impression ofyourself?9. Did you feel your counterpart(s) listened to your concerns?10. Would you characterize the negotiation process as fair?11. How satisfied are you with the ease (or difficulty) of reaching an agreement?12. Did your counterpart(s) consider your wishes, opinions, or needs?13. What kind of “overall” impression did your counterpart(s) make on you?14. How satisfied are you with your relationship with your counterpart(s) as a result of thisnegotiation?15. Did the negotiation make you trust your counterpart(s)?16. Did the negotiation build a good foundation for a future relationship with your counterpart(s)?Note about scoring:• Instrumental outcome (reverse score #3; average items 1–4)• Feelings about oneself (reverse score #5; average items 5–8)• Feelings about the process (average items 9–12)• Feelings about the relationship (average items 13–16)

Source: Based on Curhan, J., Elfenbein, H., and Xu, H. (2006). What do people value when they negotiate? Mappingthe domain of subjective value in negotiation. Journal of Personality and Social Psychology, 91 (3), 493–512.

6-5

Building Trust: Rational and Deliberate Mechanisms

• Transform personal conflict into task conflict• Agree on a common goal or shared vision• Capitalize on network connections• Find a shared problem or shared enemy• Focus on the future

CHAPTER 6


6-6

Building Trust: Psychological Strategies

• Similarity-attraction effect• Mere exposure• Physical presence• Reciprocity• Schmoozing• Flattery• Mimicry and mirroring• Self-disclosure

CHAPTER 6


6-7

What Leads to Mistrust?• Breaches or defections• Miscommunication• Dispositional attributions• Focusing on the “bad apple”

CHAPTER 6


6-8

Process for Repairing Broken Trust

• Arrange a personal meeting• Put the focus on the relationship• Apologize • Let them vent• Do not get defensive• Ask for clarifying information• Test your understanding• Formulate a plan• Think about ways to prevent a future problem• Do relationship check-up

CHAPTER 6


6-9

Reputation

• Protecting your reputation• Impressions of others

• Halo effect• Forked-tail effect

• Repairing your reputation

CHAPTER 6


6-10

Relationships in Negotiation

• Negotiating with friends• Negotiating with businesspeople• Embedded relationships

CHAPTER 6


6-11

Exhibit 6-7: (Relational Self-Construals) RSC Dynamics in Negotiation

CHAPTER 6

Source: Gelfand, M., Major, V., Raver, J., Nishi, L. and O’Brien, K. (2006). Negotiating relationally: The dynamics of the relational self in negotiations (Figure 2, p.440). Academy of Management Review, 31(2), 427-451.


6-12

• All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America.

• Copyright ©2012 Pearson Education, Inc. publishing as Prentice Hall

CHAPTER 6

6-1 establishing trust and building a relationship chapter 6

Documents