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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.