Neg Ch6 Flashcards
Deterrence based trust
Consistency of behavior meaning people will follow through on what they promise to do. This is based on like unions making sure people don’t do stuff or they punish. Very expensive to do.
Can backfire-reactance theory
Reactance theory
People do not like their freedom taken away.
Knowledge based trust
Occurs when a person has enough info about others to understand them and accurately predict their behavior.
Increases dependent and commitment among parties
When have a potential future relationship less likely to exploit
Informational uncertainty provides opp for deceit and for exploitation.
SVI
Subjective value inventory
feelings about instrumental outcomes, themselves, process, relationships
Three types of trust
Deterrence
Knowledge
Indentificwtion
Identification based
Grounded in empathy with another persons desires and intentions. Other people adopt your preferences. Emotional connection allows take on others values
Two routes to trust
Cognitive=rational and deliberate thoughts and considerations
Affective route= intuition and emotion
Personal
Task conflict
Emotional
Cognitive
How to build trust 5
Transform personal conflict into task conflict Agree on common goal Cap on network connections Find shared problem Focus on the future
Psychology strategies for trust
Similarity Mere exposure Physicals presence- propinquity effect Reciprocity Schmoozing Flattery Mimicry/mirroring Self affirmation
Disposition attribution
Calls into question another person’s character and intentions by citing them is the cause of the behavior or incident
Fix broken trust
Arrange a personal meeting Put the focus on the relationship Apologize Let them vent Do not get defensive Ask for clarifying info Test understanding Formulate a plan Think about ways to prevent a future problem Do a relationship check up
Halo effect
Propensity to believe that people we trust and like are also intelligent and capable
Forked tailed effect
Once we form a negative impression we tend to view everything else about them in a negative fashion
