Chapter 22
Increase their trustworthiness
In Chapter 12 we considered how to increase the other person’s trustworthiness by moving them to a win–win mind-set at the beginning of the negotiation. In this chapter, we will look at what you can do as the deal is in progress, even as it closes, to maximise the counterparty’s dependability, although you are not 100 per cent sure they are a win–win fanatic at all. And then, in the last section, we will look at what to do when you are 100 per cent sure they are absolutely not converted to the win–win cause, but you still have to do a deal.
Closing the deal correctly
Trust but verify. Absolutely trust. And absolutely verify. It is exactly this verification that enables you to trust. So make sure, as ...
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