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This Concept Map, created with IHMC CmapTools, has information related to: LancasterS3, Alternative Solutions includes expanding the pie, Trust (Dirks) Trust affects how one assesses the future behavior of another party. (Dirks) Integrative Negotiation, creating false perceptions can be time in which you present a point, Distributive Bargaining has Hardball Tactics, Hardball Tactics create dishonesty, Distributive Bargaining does not Include Trust. Trust has a negative effect on distributive bargaining. (Dirks), Hardball Tactics include Lowball/Highball, The Main Effect Model makes States that trust in another individual will increase the chance for them to take chances together., Creating Value helps with creating alternative solutions, Betrayal (Elangoven) is violation of trust expectations., Alternative Solutions includes logrolling, Distributive Bargaining is Short-term method in which you don't plan on having relationship in the future., The fact the trust affects how one interprets the past or future actions of another party. affects Business Relations (Gottheil), Trust (Dirks) Trust affects how one assesses the future behavior of another party. (Dirks) Moderating Effect, Two types of Negotiation (Lewicki) is Distributive Bargaining, Hardball Tactics include Good Cop/Bad cop, Trade relations (Guell) include Intrastate Trade, Integrative Negotiation creates Creating Value, Trust (Dirks) includes Moderating Effect, Hardball Tactics create trickery