Question

1. Which of the following factors does not contribute to the development of trust between negotiators?

   		A. We are more likely to trust someone we perceive as similar to us or as holding a positive attitude toward us.
   		B. We often mistrust people who are dependent upon us because we are in a position to help or hurt them.
   		C. We are more likely to trust people who initiate cooperative, trusting behavior.
   		D. We are more likely to trust negotiators who make concessions.
   		E. All of the above contribute to the development of trust between negotiators.

Answer 1

We will be often mistrusting the people who are dependent upon us because we are in the position to help them or hurt them, will not be contributing towards the development of trust between the negotiator because negotiation is a process which will be needing ultimate trusting behaviour upon each other not hurting each other.

All the other options are true

Correct answer will be option ( B )we often mistrust people who are dependent upon us because we are in a position to help them or hurt them.