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Negotiating Partnerships: Increase profits and reduce risks by Iwar Unt, Keld Jensen

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3. Distrust costs millions

‘Distrust costs millions’ said the heading of an article in a leading European newspaper. The article was about the decisive factor in business life — the human one.

We can train, learn, study, practise and try to use all the tools which we learn in this book. But none of them will be conveyed or create efficient results without a basic and absolute trust in you as a businessman, negotiator and partner.

When we advise our clients, we may at times come across a negotiator who tells the truth, the whole truth and nothing but the truth but who becomes seriously distrusted by his opponent. Why?

Would you trust your financial adviser if he wore a floral shirt with a Mickey Mouse tie, or if someone you interviewed had a ...

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