Exam 6: Establishing Trust and Building a Relationship

The _____ route to building trust is based on rational and deliberate thought and consideration._____ trust is based on intuition and emotion.

There are two key problems with deterrence-based trust systems.First,they can backfire,and second:

The Subjective Value Inventory is a survey that assesses the four major concerns held by negotiators: feelings about their instrumental outcomes,feeling about themselves,feelings about the negotiation process,and:

Some negotiation relationships are purely business-related; others are entirely personal.Some are a mix of business and personal and are known as:

What are some of the psychological strategies for building trust in a relationship?

Negotiators often make dispositional,as opposed to situational,attributions for the questionable behavior of the other party which can threaten trust.Which of the following can be characterized as a dispositional attribution for a negotiator's late arrival to a meeting?

What are some of the reasons that people are uncomfortable negotiating with friends? Outline the advantages and disadvantages of negotiating with friends.

People often have a negative reaction when they perceive that someone is controlling their behavior or limiting their freedom.When people think their behavior is controlled by extrinsic motivators:

What are some considerations people might have in a negotiation that are not necessarily monetary in nature?

In regard to reestablishing trust,a negotiator's ability to ________ is directly related to how satisfied the other party feels,independent of the monetary value of the outcome.

Of the different psychological methods that negotiators can employ to build trust with the counterparty,the use of which principle can make a counterparty feel obligated to return in kind what the negotiator has offered or given to them?

Knowledge-based trust is grounded in behavioral predictability and it occurs when a person has enough information about others to understand them and accurately predict their behavior.Whenever informational uncertainty or asymmetry characterizes a relationship,it provides opportunity for deceit,and one or both negotiators risk ______.

Regarding relationships in negotiation,how can "distributive spirals" affect negotiators?

Regarding the types of conflict that can occur in relationships,_____ is a depersonalized form of conflict,consisting of the argumentation about the merits of ideas,plans,and projects,independent of the identity of the people involved.

Why is power or status significant when interpreting ambiguous and/or slightly negative situations between high- and low-power people?

One reason why it is difficult for negotiators to recover from making a bad impression is related to the "forked tail effect" which means that:

With regard to the three different types of trust that negotiators can form in their relationships with a counterparty,identification-based trust results from:

Of the three types of trust systems that can be formed in relationships,knowledge-based trust systems:

When considering a person's reputation in negotiation,which of the following is most true?

When friends and family do business together,the relationship is more complex and is known as: