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trust in negotiation

The following items are tagged trust in negotiation:

Trust in Negotiation: Does Gender Matter?

Posted by & filed under Negotiation Training.

It can be difficult to assess whether to trust a counterpart in negotiation. As a result, we often fall back on unreliable information, such as gender stereotypes, when making trust-related decisions. Let’s review what we know about the link between gender and trust in negotiation, and then consider effective means of measuring and building trust … Read Trust in Negotiation: Does Gender Matter?

Dear Negotiation Coach: Are There Benefits To the Absence of Truth in Negotiations?

Posted by & filed under Negotiation Skills.

We hear a lot about the benefits of telling the truth in negotiations. But some negotiators find themselves struggling with the question of how trusting to be. Is there a benefit to mistrust in negotiation? Should you always assume your counterpart is telling the truth? In negotiation, our outcomes depend in large part on our ability … Read More

Dear Negotiation Coach: International Cultural Differences Around Trust

Posted by & filed under Negotiation Skills.

When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, international cultural differences can influence the way in which we make such determinations, Jeanne Brett, Professor Emeritus of Management & Organizations at Northwestern University’s Kellogg School of Management, and Louisiana State University professor Tyree Mitchell found in a new … Read More

Building Trust in Negotiations

Posted by & filed under Dealmaking.

Adapted from “Strike the Right Balance Between Trust and Cynicism,” by Harvard Business School professor Max H. Bazerman, first published in the Negotiation Briefings newsletter.  Negotiators often must choose between trusting their counterparts and being cynical of their motives. The consequences of such decisions can be serious in dealmaking: trust too much, and you’ll lose big; … Read Building Trust in Negotiations