“Risky Business: Trust in Negotiations”
by Deepak Malhotra (Professor of Business Administration, Harvard Business School)
Originally published in the Negotiation newsletter, Volume 7, No 2 (February 2004)
Developing trust in negotiations can be a challenging task, especially in high-stakes, high stress conditions, as when dealing with strangers, facing deadlines, or coping with differences in power and status. In any situation, negotiators can use these six strategies to establish their trustworthiness.