David DeSteno, HBR Blog Network, June 2, 2014
In the midst of an intense negotiation, it’s hard to know what’s motivating the person across the table. You need to build trust with your counterpart so you can align your interests and increase the likelihood that he will honor his commitments. And a powerful way to establish that trust is to employ one of the mind’s most basic mechanisms for determining loyalty: the perception of similarity. […read more]