Negotiating Trust and Value Creation

The chapter emphasizes the importance of verbalizing trust in negotiations to establish 'rules of the game' and uncover crucial issues for value creation. It discusses smartmanship, partnership, and smartnorship, advocating for collaborative value creation over zero-sum approaches through clear communication and agreement on negotiating processes. The conversation also highlights the significance of setting the right tone, building trust gradually through actions, and moving towards a collaborative mindset for successful negotiation outcomes.

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