Negotiations Implementing Strategy - - Build Trust First

Deal with relationship issues head-on. Make incremental commitments to encourage trust and cooperation.

Avoid

• Trying to "buy" a good relationship.
• Offering concessions to repair breaches of trust, whether actual or only perceived.

Instead

• Explore how a breakdown in trust may have ocurred and how to remedy it.
• Make concessions only if they are a legitimate way to compensate for losses owing to your nonperformance or broken commitments.
• Treat counterparts with respect, and act in ways that will command theirs.