8_Lawoftrust.pptVIP

Learning Objectives 信任的含义是什么？ What does trust consist of ? 什么因素决定了一个人信任他人或者被他人所信任？ What will determine that a person trusts or is trusted ? 什么因素对人的信任行为具有决定性影响？ What elements have decisive impacts on a person’s trust behavior ? 信任与否对谈判的结果有什么影响？ What influences does trust or mistrust bring about to the results of negotiations? Information 信息 A person shows trust when he reveals information he need not disclose. He increase his vulnerability by telling others his goals, purpose, plans, alternatives or his problems. Others may make use of the information to impede or unde