Negotiation strategies that make money

If you want to be a respected negotiator build long term relationships and create value for both parties then you need to build trust first. Trust is earned and can be lost easily. Only when the other party trusts that you are genuine and don’t use dodgy means to come to the best deal then you will be taken seriously; and you will earn the trust of the other party. Trust is the foundation of a collaborative negotiation whereby both parties will feel that they got a good deal in the end. A trustworthy relationship is important to your reputation and it will allow for more negotiations and more deals with that party. We build trust trough ‘relatedness’ (David Rock). Once we find some similarities, we build rapport and feel ‘related’ to each other which builds trust. Robert Cialdini describes in his book ‘Influence’ that similarity builds rapport which results in trust. The law of liking and the law of similarity It is no surprise that we like to deal with people we...