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Trust is the bedrock of effective negotiations.

When negotiators trust each other, they are more likely to share their interests, concerns, and objectives freely, enabling a deeper understanding of the underlying issues. This transparency promotes empathy and fosters a collaborative mindset, where both parties strive for win-win solutions rather than focusing solely on their individual gains. By building this foundation of trust, negotiators can create an atmosphere of respect and cooperation, increasing the chances of achieving mutually beneficial agreements.

As important as it is, determining how to earn a person’s trust can be incredibly challenging – especially in high-stakes business scenarios. Determining if you can trust your counterpart can be equally difficult.

So how do we effectively give and receive trust in difficult conversations?

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