Professional Documents
Culture Documents
06 Establishing Trust & Building Relationshilp
06 Establishing Trust & Building Relationshilp
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October 18, 201
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Instrumental outcome
Feelings about oneself
Feelings about the process
Feelings about the relationship
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October 18, 201
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6
October 18, 201
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7
October 18, 201
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Breaches or defections
Miscommunication
Poor pie expansions
Dispositional attributions
Focusing on the bad apple
8
October 18, 201
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9
October 18, 201
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Reputation
Protecting your reputation
Impressions of others
Halo effect
Forked-tail effect
Relationships in Negotiation
Negotiating with friends
Negotiating with businesspeople
Embedded relationships