Judgments on how to trust the other party can precede the beginning of a negotiation,based on expectations about the other party or the situation,but they cannot be shaped and reshaped by what happens in the first few minutes of dialogue.

Question

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Judgments on trust can be shaped and reshaped by what happens during the negotiation. The initial expectations can be modified based on the behavior and actions of the other party during the dialogue.

Judgments on How to Trust the Other Party Can Precede