building trust in negotiations
Post on 27-Jan-2015
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Building Trust in Negotiations
Mücevher Yıldız Öztürk
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TRUST?
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RATIONAL STRATEGIES
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1. Transform Personal Conflict to Task Conflict
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2. Share Common Visions and Goals
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3. Focus on Future
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4. Share a Common Enemy
•Common threats•Common risks•Common uncertainties
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5. Capitalize on Network
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PSYCHOLOGICAL(EMOTIONAL)STRATEGIES
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1. SIMILARITIES
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2. SELF DISCLOSURE
•Share Information
•Be honest
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3. EXPOSURE
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4. SCHMOOZING
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5.FLATTERING
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6. PHYSICAL PRESENCE
•Contact
•Closeness
•Sitting face to face
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7. RECIPROCITY
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LET’S BUILD TRUST TO WIN
THE WAR.
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Thanks for your attention.
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