BUILDING TRUST IN NEGOTIATION

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 5 in Negotiate, Persuade and Create Great Deals, 2020, pp 79-93 from World Scientific Publishing Co. Pte. Ltd.

Abstract: For about four million years, humans were nomadic hunters and foragers. They lived in small bands of kinship of 50 to 75 individuals, gathered plants, and hunted animals. Threats to survival from competing bands for scarce resources were constant. Members of this small band relied on each other, developed close bonds, shared resources equally, trusted each other, and distrusted strangers. Trust prevailed within the border of the clan and ended at the border with outsiders…

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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