"**Identification-based trust is more relationship oriented, and is built on an understanding of the other party and their expectations**. Your friend can be trusted to forward the money to the charity more than a work colleague can because your friend understands how much you believe in the work of the charity, and so will want to do what you have asked." ([Location 1376](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=1376)) --- **Tags** -- [[quotes]], [[trust]], [[relationships]] **Source** -- [[202410111110 - B - Effective Negotiation]]