Leader's Guide to Negotiation, The

Chapter 10

Rapport vs credibility

Of course, it is not a question of rapport or credibility; successful negotiators do both. It is about getting the right balance.

At any given point, you want to consider which one you need to focus on. If you have spent too much time proving you are a tough cookie, now might be the time to relax and smile a bit. Alternatively, if you have spent a while chit-chatting and exchanging pleasantries, now might be the time you roll your sleeves up and get down to some serious work.

Consider it like plate spinning. You want to get both plates spinning well. But at any one point it may be one plate that needs a little extra attention.

Which should you start with? Of course, that depends. It depends upon the demands ...