Trust as a critical factor in negotiations.
Answer the following questions using the sources/references provided: 1. Most of us who have trust in the physical world would be willing to bet a great deal of money on the chances of the sun rising tomorrow morning. If it didn’t collecting the bet might not matter anyway. Our trust in the physical world is based on patterns that scientists have discovered in the physical laws. How is this “absolute” trust in the physical world different from the process and personal trust we depend on to build relationships? Think of the ways people can break a trust, especially when we trusted them to support our mission accomplishment. How critical is trust in accomplishing an operational military mission? Do we often assume trust in many situations? How do the processes we establish in the military support our trust relationships? 2. Does the definition of trust vary with the situation? We know that levels of trust can vary, but what about our definition of trust? If you need to develop trust with another person, will their culture or situation impact the possible levels of trust? In a negotiation, you may need to greatly increase your level of trust with your opposite before you are willing to agree to a settlement. How will you build this trust? What steps can you take to build this trust? 3. In low trust situations, the TIPO model suggests you gather information and analyze your available power as you select your negotiation options. Military decision makers often relate information to intelligence and normally intelligence relates to the operational battle space, and specifically to the enemy capabilities. During negotiations, you must focus on gathering information on all variables within the negotiation. This means using critical thinking skills to analyze the opposite’s interests so you can make decisions on the opposite’s trust factors and motivations. How does information within a negotiation differ from traditional intelligence? If you trust your information or intelligence does this increase your trust in the negotiation process and the TIPO model?