negotiating 5 - The Fourth Foundation: Relationships (58)...

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The Fourth Foundation: Relationships (58) Negotiation is about people – their goals, needs, and interests Personal relationships create a level of trust and confidence between people that eases anxiety and facilitates communication Trust results in deals getting done The secret to creating and sustaining trust in negotiation – the norm of reciprocity The Norm of Reciprocity (59) Reciprocity – duties that people owe one another, not as human beings, or as fellow members of a group, or even as occupants of social statuses within the group, but rather, because of their prior actions We owe others certain things because of what they have previously done for us When it comes to reciprocity, we have long memories The “Ultimatum Game”: A Test of Fairness (61) The norm of reciprocity in negotiation amounts to a simple, three-step code of conduct 1. You should always be trustworthy and reliable yourself 2. You should be fair to those who are fair to you
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negotiating 5 - The Fourth Foundation: Relationships (58)...

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