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Overview |
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If
you want to negotiate well, you must be able to address
your differences with other people openly and non-combatively.
This can lead to a strong working relationship with the
other party, built on mutual trust, tolerance for one
another's perspective, and effective communication. Sometimes,
you have to focus on developing such a relationship before
negotiation is possible. When trust is lacking, people
will not believe what their opponents say; they will doubt
their intent or motivation in any dispute resolution process;
and they will fear that any promises their opponents make
will be broken. This makes resolution of the conflict
nearly impossible. Moreover, distrust tends to grow as
conflicts escalate.
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