Can you both trust and distrust the other side? In fact, we often do exactly that. Lewicki provides practical advice on dealing with trust and distrust in each interaction. Of particular importance to negotiators facing troubled relationships, this chapter shows how distrust is not merely a mirror image of trust: it actually works quite differently. Effective negotiators must learn both to build trust and to manage distrust. This chapter should be read in conjunction with Tinsley et al., Reputations.
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