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Trust is earned

Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.

Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

26 Confidentiality

Confidentiality is an agreement and a principle of sound business relations that creates trust and facilitates candid dialogue between parties. Respecting confidentiality with regard to secrets or intimacies revealed to you before, during, or after a negotiation is an important component of your integrity and essential for any negotiation.

A mutual agreement of confidentiality relieves the suspicion, fear, and mistrust that can arise when two parties with something to gain and lose meet to make a deal. The absence of confidentiality undermines the negotiating process; a violation of confidentiality can destroy it.

Under no circumstances should you reveal or exploit confidential knowledge during or outside of a negotiation. Your lack of integrity may come back to bite you; and it will disturb the inner calm and confidence that only your integrity provides. Also, the other party may test you by sharing confidential matters, to see how trustworthy you are. Honouring confidences shared with you creates a foundation of mutual trust and respect that serves both short-term negotiations and long-term business relationships.


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