- Program on Negotiation at Harvard Law School - http://www.pon.harvard.edu -

Negotiation Skills: Plant a Trust Land Mine

Posted By PON Staff On December 18, 2012 @ 2:18 pm In Negotiation Skills | No Comments

In any negotiation, you’re likely to have information about the other party or about the deal (industry facts, economic health, new products, and so on) that the other party might not know you have.

To gain some measure of your counterpart’s trustworthiness [1], plant a “trust land mine:”

  • Ask someone questions to which you already know the answer
  • If someone avoids your information request, or if he lies outright, that’s one sign you should be careful about what you reveal – or call off the talks altogether.

Of course, someone who answers a few questions truthfully might not always behave honestly.

Nonetheless, trust land mines offer a reasonably good way of determining if a person is leveling with you.

Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a FREE copy of Improve Your Negotiation Skills: Negotiation Training from the Pros [2].

Related Article: Measuring the Cost of Betrayal Aversion [3]

 

Article printed from Program on Negotiation at Harvard Law School: http://www.pon.harvard.edu

URL to article: http://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-skills-plant-a-trust-land-mine/

URLs in this post:

[1] trustworthiness: http://pon.harvard.edu/tag/trust/

[2] download a FREE copy of Improve Your Negotiation Skills: Negotiation Training from the Pros: http://www.pon.harvard.edu/freemium/improve-your-negotiation-skills-negotiation-training-from-the-pros/

[3] Measuring the Cost of Betrayal Aversion: http://pon.harvard.edu/daily/conflict-management/measuring-the-cost-of-betrayal-aversion/

Copyright © 2008 Negotiation Daily. All rights reserved.