Tactics to Build Trust in a Negotiation

In this video, I'd like to talk to you about tactics that build trust in a relationship

So what are some tactics or commonly recognized tactics that build trust in a negotiation

The first tactic is transformation. And that's when you convert any personal conflict that you have with the other party

And personal conflict is, as the name implies, personal in nature, some deep-rooted sentiment

some anger, some frustration that you have with the other person. You transform that personal conflict into task conflict or a cognitive conflict

That is, you focus more on the outcome of the situation and what you want from the negotiation

rather than your attitude towards the other person. So you're in a way shifting that focus from the person to the scenario, to the situation

and the desired outcome. So that number one transformation of personal conflict to task conflict Next demonstrating levels of commonality with the other party

In other videos, we've talked at length about what this means to demonstrate some level

of commonality and that generally involves interest, beliefs, and values. How do we create some level of perception of commonality

First is mimicry. Okay, that is we copy or act like the other person

Okay, the other person sees our actions, our words, our gestures, our course of conduct

and believes that we are more like them. And once again, they tend to then have trust in us that we will act in accordance with

how they would act or how they believe we should act. Okay

Next one is schmoozing or flattery. Endeering yourself to others is a

an important aspect of trust because the other party once again believes that they understand you further If you are willing to flatter or say kind or very lauding things about another

person, once again, they're more willing to accept you, they're more willing to attempt

to understand you, they're more willing to communicate and exchange information to identify

commonalities. Okay? So once again, that can build trust. And then lastly, simply self-disclosure

telling the other person about yourself, right? Making certain that the other person fully understands you

And if, once again, they believe that they understand who you are based upon this

that builds in them trust. Okay? And next is networking. Okay, this category is based upon your use of your connections, right

Your reference to others to give some support or evidence that you

you will act in a certain way based upon who you are connected with that you are an ethical person because you are connected with this group or you are a good business person because you connected with this group right Using your network to influence the other party into believing how you will act based

upon those connections, right? And then lastly, planning for the future. That is, addressing the entire negotiation or planning out the entire negotiation with the

future in mind, with a continued relationship. with the other party. If it's made apparent that continued relationship is a strong factor in the

negotiation, once again, it can build trust in the other side because they see that your intention

is to, once again, have an interaction in the future. It is less likely you will do something

out of sorts in this negotiation. Okay. So those taken together are transformation, commonality

networking and planning for the future are common categories of tactics that tend to build trust

in a negotiation