Wednesday, October 27, 2010

Negotiations Implementing Strategy - - Build Trust First

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

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


  • 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.

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