Trust in business negotiations and business conversations: confodence substitutes and antidotes to overcome them

Abstract

When trying to understand the opponent or interlocutor opinion formed in advance has a very great influence. This determines how information will be accepted and interpreted. Confidence plays a positive impact on the relations in negotiating group of representative organization, on relations with other negotiating side. It liberates and mobilizes the actions of negotiator, encourages creative, innovative activity with other people, reduces uncertainty and risk, and increases possible options for action. Trust is necessary to feel that negotiating partner or interlocutor betray us, to tune working together and to plan it, to venture intentionally, to communicate securely.