學(xué)會欣賞自己-作文

時間：2025-12-07 09:21:53 欣賞我要投稿

學(xué)會欣賞自己-作文

　　Trust is something of great importance in negotiation. Professor Richard C. Reuben defined it as “a state involving expectations about another’s motives and actions with respect to oneself in situations entailing risk of uncertainty”. In the outline of his Negotiation----Law 5810, he states that there are three types of trust in professional relationships:

學(xué)會欣賞自己-作文

　　● Deterrence-based trust (威懾型信任)

　　☆ Calculus-based trust (預(yù)計型信任)

　　● Knowledge-based trust (了解型信任)

　　● Identification-based trust (識別型信任)

　�、�. Trust Building in Negotiation

　　1. Speak their language 2. Manage your reputation

　　3. Make dependence a factor

　　4. Make unilateral concessions 5. Name your concessions

　　6. Explain your demands

　　In their book entitled The Only Negotiating Guide You Will Ever Need, Peter B. Stark and Jane Flaherty list fifteen things that a negotiator can do to build trust with his counterpart.

　　1. Demonstrate your competence 2. Make sure the nonverbal signals you are sending match the words you are saying

　　3. Maintain a professional appearance 4. Communicate your good intentions

　　5. Do what you say you are going to do 6. Go beyond the conventional relationship

　　7. Listen 8. Over-communicate

　　9. Discuss the indiscussibles 10. Provide accurate information, without any hidden agenda

　　11. Be honest----even when it costs you something 12. Be patient

　　13. Uphold fairness

　　14. Negotiate for abundance, not scarcity 15. Take calculated risks

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