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 cognitive route in building trust during negotiations?

How do economists typically approach convincing people in negotiations?

What role does emotional intelligence play in building trust?

Explain the difference between the cognitive route and the effective route in building trust.

What is the fundamental definition of trust as discussed in the text?