Question

Discuss the importance of trust during negotiations? How do you exhibit it? How do you know when to trust others? What can you do if you don’t trust the other side?

Answer 1

Nowadays, it is difficult to cope without the trust of colleagues. Even if someone manages to make such a deal, it will be difficult to execute. Building trust is crucial in any long-term relationship, whether you are selling, buying and resolving a dispute. Most businesses, even one-way trade, have consequences in the future. Roger Fisher wrote about the importance of trust, and most policy-based negotiations rely on trust. Therefore, I believe that the sentence quoted by you should be seen in the context in which it was written.

Yes, I expect Roger Fisher in the book, like the first one, to contradict a reliance on a no-trust agreement with a written agreement in the contract. Our preference is to have an agreement based on the trust that is written in the contract, So best of both.

It should be noted that Roger Fisher is not listed as having experience in international intercultural trade negotiations. Treaties are important in countries with strong and effective judicial systems. A written contract in China or India, for example, would be more difficult to enforce than in the United States. Therefore, the relationship is becoming increasingly important for the agreement being executed in China and India.

It is worth discussing how to promote trust. An important element is the authority of your words and the reliability of your actions. It is better to say what you know than not to know what you are saying. Consent is difficult in the absence of mutual respect and trust. Both personal and business are full of examples where the future depends on the quality of the relationship. For example, marriage is a relationship that lacks trust, respect, and faith in our partners, marriage becomes nothing more than an empty agreement. Trust in business relationships is similar.

There are interesting situations, such as hostage negotiations, in which negotiators will use loyalty and credibility as confidence building. As a hostage negotiator, you cannot afford to play a dominant or powerful role in managing the situation. Or you can become an ally and sympathize with the people who are taking hostages. The dynamics of each relationship are quite different. Hostage negotiators need to be aware of both approaches.

Unexpected situations are regularly encountered by traders. Situations that will be difficult to preview when drawing the first deal. A solid foundation of trust can be the only link to solve a problem. Because of the choice to negotiate with an unreliable country, people of other options often use these options.