Types of Trust in a Negotiation

The video tutorial discusses the concept of trust in negotiation, defining it as the belief that someone will act according to expectations. It introduces three types of trust: deterrence-based, knowledge-based, and identification-based. Deterrence-based trust relies on justice and consequences, knowledge-based trust is built on information and reputation, and identification-based trust stems from perceived commonalities. The tutorial also covers various forms of justice, such as distributive, procedural, interactional, and systematic justice, and explains how these relate to trust in negotiation.

How do social repercussions influence deterrence-based trust?

Discuss the reactance effect in the context of trust and control.

What factors contribute to the formation of identification-based trust?