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How do you establish trust and rapport with your negotiation partner based on commitment and consistency?

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Negotiating can be challenging, especially when you need to persuade someone to agree with your terms or interests. How can you build trust and rapport with your negotiation partner, and make them more likely to cooperate with you? One effective strategy is to use the principles of commitment and consistency, which are based on the psychological tendency of people to act in accordance with their previous statements or actions. In this article, you will learn how to apply these principles to your negotiation process, and how to avoid some common pitfalls.

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Ananda de Jager

I make sure projects are managed well | Senior Project Manager | Leveraging the power of Digital Marketing | Author |…
Jose Sergio Torres

Growth Hacker | DASM? | Google Project? Manager

1 What are commitment and consistency?

Commitment and consistency are two related concepts that describe how people tend to behave in a consistent manner with their previous commitments, whether verbal or non-verbal, public or private, explicit or implicit. For example, if someone agrees to do something, they are more likely to follow through with it, especially if they have made that agreement publicly or in writing. Similarly, if someone expresses a certain opinion or attitude, they are more likely to stick to it, even if they encounter new information or arguments that contradict it.

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Ananda de Jager

I make sure projects are managed well | Senior Project Manager | Leveraging the power of Digital Marketing | Author | Yoga teacher | Connecting Moms in Geneva
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Commitment is the foundation of great accomplishments. Without committing to a goal or behaviour, it is difficult to keep track. For example, if you commit to a goal of a daily walk, you might not be motivated every day, but you are committed to your goal. Commitment to something helps you remain consistent. By consistently committing towards a goal, you set yourself up for success.

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Jose Sergio Torres

Growth Hacker | DASM? | Google Project? Manager
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El compromiso implica dedicación y disposición para cumplir promesas. La coherencia es mantener congruencia entre acciones y palabras. En mi experiencia, establecer expectativas claras desde el principio fortalece estos valores.

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2 Why are they important for negotiation?

Commitment and consistency are important for negotiation because they can help you influence your negotiation partner's behavior and attitude, and create a sense of trust and rapport. By eliciting small commitments from your partner, you can increase their likelihood of making larger commitments later on, as they will want to maintain a consistent image of themselves. By showing consistency in your own behavior and communication, you can demonstrate your credibility and reliability, and reduce the chances of your partner feeling manipulated or deceived.

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Jose Sergio Torres

Growth Hacker | DASM? | Google Project? Manager
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Son fundamentales porque construyen credibilidad y reducen la incertidumbre en la negociación. En mi experiencia, mantener compromisos pasados crea una base sólida para futuras transacciones.

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Ananda de Jager

I make sure projects are managed well | Senior Project Manager | Leveraging the power of Digital Marketing | Author | Yoga teacher | Connecting Moms in Geneva
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In order to build trust in relationships and negotiation, the other person needs to make sure you practice what you preech. If you make a commitment, but you are not consistent in your behaviour or you commit first and then change your mind, it will be hard to build the trust that is needed for negotiation.

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3 How to elicit commitment from your partner?

One way to elicit commitment from your partner is to ask them open-ended questions that invite them to share their opinions, preferences, goals, or values. For example, you can ask them what they hope to achieve from the negotiation, what they like or dislike about the current situation, or what they think are the main challenges or opportunities. By doing so, you can encourage them to reveal their interests and motivations, and also make them feel heard and respected. You can then use their answers to frame your proposals or arguments in a way that aligns with their expressed views, and show them how agreeing with you would be consistent with their own beliefs or aspirations.

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Ananda de Jager

I make sure projects are managed well | Senior Project Manager | Leveraging the power of Digital Marketing | Author | Yoga teacher | Connecting Moms in Geneva
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When asking your partner to commit, it is important to practice active listening. Listen to what they have to say, and then ask high mileage-questions to make sure you understood. Further, when negotiating, it is important to consider the benefits for both parties.

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Rosemary Cormican

Channel Expert | Proven Alliances Leader | Strategy Consulting | Demonstrated Cloud Executive
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An important step when eliciting commitment is demonstrating that you heard the partner and put it into action after you gain partner feedback. An example is following up with a mutual business plan which shows how working together will help the partner drive their motivations and interests while also driving your own.

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4 How to show consistency in your communication?

Another way to show consistency in your communication is to use words and actions that match your message and intention. For example, you can use positive and respectful language, avoid exaggerations or contradictions, and acknowledge your partner's points or concerns. You can also use non-verbal cues, such as eye contact, nodding, smiling, or mirroring, to convey your interest and empathy. By doing so, you can establish rapport and trust with your partner, and make them more receptive to your ideas and suggestions.

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Jose Sergio Torres

Growth Hacker | DASM? | Google Project? Manager
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La consistencia se muestra siendo claro y transparente en tus mensajes, evitando contradicciones. En mi experiencia, mantener un tono profesional y coherente en todas las interacciones es clave.

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Ananda de Jager

I make sure projects are managed well | Senior Project Manager | Leveraging the power of Digital Marketing | Author | Yoga teacher | Connecting Moms in Geneva
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Small steps repeated with consistency lead to great results over time. Most important when building consistency, in my opinion, is to stay authentic. In this way, when you are being yourself, it is much easier to be consistent.

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5 How to avoid the pitfalls of commitment and consistency?

While commitment and consistency can be powerful tools for negotiation, they can also have some drawbacks or risks. For example, you may encounter situations where your partner is unwilling or unable to make any commitments, or where they change their mind or behavior without explanation. You may also face ethical dilemmas or conflicts of interest, where you have to balance your own commitment and consistency with your partner's needs and expectations. To avoid these pitfalls, you should be flexible and adaptable, and not rely on commitment and consistency alone. You should also be honest and transparent, and not use commitment and consistency to manipulate or coerce your partner.

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Jose Sergio Torres

Growth Hacker | DASM? | Google Project? Manager
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Evita sobrecomprometerte y sé honesto sobre tus límites. En mi experiencia, comunicar claramente lo que puedo y no puedo hacer ha evitado malentendidos y resentimientos.

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6 How to practice commitment and consistency in your negotiations?

The best way to practice commitment and consistency in your negotiations is to apply them in real-life scenarios, and reflect on your outcomes and feedback. You can also learn from other successful negotiators, and observe how they use commitment and consistency to achieve their goals. You can also read books or articles, watch videos or podcasts, or take courses or workshops on negotiation skills, and learn more about the theory and practice of commitment and consistency. By doing so, you can improve your negotiation performance and confidence, and achieve more win-win outcomes.

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Jose Sergio Torres

Growth Hacker | DASM? | Google Project? Manager
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Practica escuchando activamente, buscando entender las necesidades del otro y comprometiéndote en soluciones mutuamente beneficiosas. En mi experiencia, buscar un terreno común y trabajar hacia soluciones ganar-ganar promueve relaciones duraderas.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Ananda de Jager

I make sure projects are managed well | Senior Project Manager | Leveraging the power of Digital Marketing | Author | Yoga teacher | Connecting Moms in Geneva
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Consistency enhances the overall customer experience, which is a significant factor in driving repeat business and positive word-of-mouth. A study by PwC found that 73% of customers point to experience as an important factor in their purchasing decisions. If this is the case already for customers, imagine what it does for your negotiation partners!

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Rosemary Cormican

Channel Expert | Proven Alliances Leader | Strategy Consulting | Demonstrated Cloud Executive
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A statistic was published a couple years ago which stated, "When buying new products or services for their organizations, 72% of business leaders consider “Trust in the company (the seller)” to be of the utmost importance." I feel this percentage would be even higher now but either way, it's incredibly significant in the topic of trust in business.

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How do you establish trust and rapport with your negotiation partner based on commitment and consistency?

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1 What are commitment and consistency?

2 Why are they important for negotiation?

3 How to elicit commitment from your partner?

4 How to show consistency in your communication?

5 How to avoid the pitfalls of commitment and consistency?

6 How to practice commitment and consistency in your negotiations?

7 Here’s what else to consider

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