The Elements of Negotiation

ELEMENT 90Building Trust

In my professional journey, which includes extensive research culminating in my doctoral thesis, I have delved deeply into the dynamics of trust in business relationships and negotiations. This exploration aligns with findings from A. T. Kearney, emphasizing the pivotal role of trust in negotiations and strategic alliances. Their study highlights a direct connection between trust and profitability, illustrating that honesty and openness in communication not only foster trust but also enhance the quality and outcomes of agreements.

EXAMPLE | Trust Is Good, Control Is Better

This is an old Russian saying. This maxim very much permeated the view taken on negotiations and choice of strategy that typified the former Soviet system.

The difference between trust and control isn't just a question of hidden microphones and unfair methods. In negotiations based on an adversarial philosophy, mutual trust isn't required.

From the point of view of the Kremlin, combat was perceived as an excellent strategy. If the other party was accommodating and reasonable, this only encouraged the Soviet negotiators to pursue the fight.

According to the Soviet mentality and philosophy, you withdraw if you encounter serious opposition. If you encounter someone with a reasonable attitude, you exploit the situation to your own advantage. This behavior shows how dangerous it is to make unilateral concessions. The attitude was, according to Arkadij Sjevtjenko, ambassador and vice-secretary ...