4. Explain, in your own words, the two routes the text identifies for building trust. (4)

Question

Question

Social-Sciences psychology

Answer 1

Answer #1

Two primary approaches exist for establishing trust in a negotiation:

Cognitive route involves building trust based on rational and deliberate thoughts and considerations. It arises from accumulated knowledge that allows individuals to make predictions.
Affective route involves building trust based on highly subjective, emotional factors. It is built through perceived feelings of security and strength of the relationship.

Answer 2

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