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What happens if you can’t trust the other person?

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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 few months, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

114 Trust

If you don’t trust the person with whom you are negotiating, everything they say or do will be clouded and questioned by you, verbally or mentally. And the same is true if the other party doesn’t trust you. A lack of trust will permeate a negotiation and, if trust is not established, may ruin it. And mistrust will leave a bad aftertaste in everyone’s mouth, even if the negotiation is successful.

Trust sometimes is assumed to be in place and can only be lost by some action or words. In other cases trust does not exist at all and has to be earned first before it is taken for granted. This may take time through proven action so adjust your negotiation timetable accordingly.

Trust is the bottomline currency of any negotiation. Therefore, trustworthiness is an essential character trait of a great negotiator.


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