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  • 7 Lecture Relationships

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    Nguyễn Vũ Thùy Quyên (FGW DN)
    4 views18 pages
    The document discusses different types of negotiation relationships and concepts around trust and reputation that underpin them. It explores interdependence, mutual adjustment, and value claiming versus value creation in negotiations. It also addresses calculus-based versus identification-based trust and distrust. The document was created by Dr. Scott Tindal in 2023 to categorize negotiation relationships.

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    negotiation

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    7 Lecture; Relationships

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    The document discusses different types of negotiation relationships and concepts around trust and reputation that underpin them. It explores interdependence, mutual adjustment, and value claiming versus value creation in negotiations. It also addresses calculus-based versus identification-based trust and distrust. The document was created by Dr. Scott Tindal in 2023 to categorize negotiation relationships.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    4 views18 pages

    7 Lecture Relationships

    Uploaded by

    Nguyễn Vũ Thùy Quyên (FGW DN)
    The document discusses different types of negotiation relationships and concepts around trust and reputation that underpin them. It explores interdependence, mutual adjustment, and value claiming versus value creation in negotiations. It also addresses calculus-based versus identification-based trust and distrust. The document was created by Dr. Scott Tindal in 2023 to categorize negotiation relationships.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 18

    Created by: Dr Scott Tindal, 2023

    Categorise different types of Explore two concepts underpinning


    negotiation relationships negotiation relationships: trust and
    reputation

    Created by: Dr Scott Tindal, 2023


    Interdependence

    Mutual adjustment

    Value claiming and value creation

    Conflict

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    This image by an unknown author is licenced CC BY 3.0
    ❖
    ❖
    ❖

    Created by: Dr Scott Tindal, 2023


    This image by Josh Calabrese is licenced CC BY 3.0
    Colleagues & Managers

    Trade Unions
    Created by: Dr Scott Tindal, 2023
    )

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    This image and this image are now in the public domain.
    ❖

    Created by: Dr Scott Tindal, 2023


    •

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    Calculus

    Calculus-based distrust (CBD) Calculus-based trust (CBT)

    Distrust Trust

    Identification-based distrust (IBD) Identification-based trust (IBT)

    Identification
    Created by: Dr Scott Tindal, 2023
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    ▪
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    ▪

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023

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