Full Answer Section

Aspects of messages that foster peripheral influence

Peripheral influence refers to the way that people are influenced by factors that are not directly related to the content of a message. There are three aspects of messages that can foster peripheral influence:

1. Salience: Salience refers to how noticeable a message is. Messages that are more salient are more likely to be noticed and remembered, which can lead to them being more persuasive.
2. Repetition: Repetition can also increase the persuasiveness of a message. This is because it allows people to become more familiar with the message, which can make it seem more credible.
3. Emotional appeals: Emotional appeals can also be effective in fostering peripheral influence. This is because they can tap into people’s emotions, which can make them more likely to be persuaded by the message.

The four fundamental relationship forms

The four fundamental relationship forms are:

1. Cooperative: Cooperative relationships are characterized by a high degree of trust and cooperation. Parties in cooperative relationships are willing to share information and to work together to achieve common goals.
2. Competitive: Competitive relationships are characterized by a high degree of conflict and competition. Parties in competitive relationships are more likely to focus on their own interests and to try to get the best deal for themselves.
3. Accommodating: Accommodating relationships are characterized by a high degree of concern for the other party. Parties in accommodating relationships are willing to put the other party’s interests ahead of their own.
4. Avoidant: Avoidant relationships are characterized by a low degree of involvement. Parties in avoidant relationships are more likely to avoid conflict and to minimize their interaction with each other.

The two different types of trust and why trust is important in the negotiation process

There are two different types of trust: calculative trust and relational trust.

• Calculative trust is based on the belief that the other party will act in their own self-interest. This type of trust is based on the expectation that the other party will keep their promises and that they will not take advantage of you.
• Relational trust is based on the belief that the other party cares about you and your interests. This type of trust is based on the experience of working together and on the belief that the other party is committed to the relationship.

Trust is important in the negotiation process because it allows the parties to feel comfortable sharing information with each other. This can lead to more efficient and productive negotiations. Additionally, trust can help to build relationships between the parties, which can be beneficial for future negotiations.