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UGLY
IRRATIONALITY,
DISTRUST, ANGER,
Submitted By: Shailesh Aggarwal NMP 77
THREATS, EGO
Soviet Union
- Security
IRRATIONALITY
MISTAKES:-
Continue
Mistake 2:- They are not Rational, They have Hidden
Constraints
Eg:- A firm loses a star employee as it refuses to raise salary as per
competitor, it may be constrained by HR policy that stop them
creating huge differential in the firm.
Mistake 3 : They are not Irrational , They have hidden
interests
Eg:- After promoted by employer without at par benefits, star
employee took it as fake promotion and resigned, so managers
failed to appreciate, that money and status were not only the
concern, but she also cared about perception of fairness and equity.
DISTRUST
1. If there is no Trust you will get nothing done.
2. Distrust a major obstacle to negotiation. But
it can be regained.
Two categories:1, Distrust of anothers character
2. Distrust of anothers competence
1. Rebuilding Trust is to diagnose the distrust that exists.
2. If someone cannot be trusted on the critical
dimensions, you must either fix the trust problem or
consider your alternative.
3. Once you have diagnose the source of distrust, you
can identify the steps needed to regain it.
4. Identify and Eliminate the source of Distrust, trust
can clearly be re built.