Building Trust in a Negotiation

The video tutorial discusses two primary methods for building trust in negotiations: the cognitive route and the effective route. The cognitive route involves using logic, reasoning, and factual data to convince others and build trust. Economists often use this approach, assuming people are rational actors. The effective route focuses on emotions, where individuals with high emotional intelligence use emotional signals to create a perceived understanding and build trust. Both methods aim to ensure that others act as expected, reinforcing the concept of trust.

What is the primary focus of the cognitive route in building trust?

• Using emotional intelligence

• Relying on logical reasoning and data

• Creating a sense of urgency

• Building personal relationships

How do economists typically view people in the context of the cognitive route?

• As impulsive decision-makers

• As emotional beings

• As unpredictable actors

• As rational actors

What is the main characteristic of the affective route in building trust?

• Focusing on logical arguments

• Relying on past experiences

• Using statistical data

• Engaging with emotions

Which route involves recognizing and responding to emotions to build trust?

• Affective route

• Cognitive route

• Statistical route

• Rational route

What is the ultimate goal of both the cognitive and affective routes in negotiation?

• To avoid conflict

• To win the argument

• To build trust

• To gather more data