What are some tips for building rapport and trust with the other party?

Remember that 'listening' to the counterparty doesn't just apply when you're speaking to one another. Carefully considering all of the feedback they've provided you (e.g. in comments within a draft or in email correspondence) can give you important insights into their priorities and perspectives as well.

Great info, the underlying premise to the negotiation is that both parties are looking for something, and are motivated to reach an agreeable conclusion. Being an active listener, and in the case of face to face negotiations, an active observer of body language, facial expressions, etc. may give you some intuitive insights during the discussions.

-Communicate effectively and try to engage them in the process. This could be defining goals and roles. Be transparent about your intentions and goals while taking responsibility for your actions at anytime during the constructions process.

In researching Albert Mehrabian's 7-38-55 model of communication and negotiation, I've learned that in addition to body language (55% of communication) one's tone of voice (38% of communication) has a lot to do with building rapport as well. For instance, if we are overly assertive, arrogant, or just "flat" in our tone, we diminish the likelihood of connecting. I've found that cultivating the skill of listening to and properly modulating the sound of my own voice has helped improve how my words (7% of communication) are perceived by others.

Contracts are simply a written description of a business relationship. Even if a contract is between two or more companies, it is human beings who will implement the contract. So, if you ask any relationship professional, they will tell you that clear communication is the cornerstone of any good relationship. So, to build trust, clearly communicate your goals, needs and expectations for the relationship. Don't assume that the other parties know your goals and expectations, say them and just as importantly ask the other party what their goals and expectations are for the contract. Trust requires clear communications .

In my experience, honesty and transparency are the two most essential factors for building rapport. One of the biggest issues that can undermine a negotiation is moving goal posts. When one party believes they have an understanding of what must be done to make a deal, concessions are made, and then the goal posts move, this can destroy trust, derail the negotiation process, and ultimately thwart a deal. The fastest way to get a deal done is to honestly and transparently establish exactly what the goal posts are early on in a negotiation, and in the same manner work toward finding common ground on the issues. Being transparent in this fashion will speed up the deal-making process as well as establish respect and credibility.

I also find that our clients value flexibility and that flexibility helps build trust. Know what the true risks are and don't "die on the mountain" for things that really don't matter in the long run.

I review and negotiate contracts with venues weekly and have seen my fair share of unfair and non-applicable language that hotels refuse to remove. On the contrarary there are many hotels, brands and sales people that truly understand their contract and are willing to discuss win-win positions to get business done. Note I am not a lawyer but through hundreds of contracts and having worked on the sales side at hotels and now partnering with meeting planners experience is a great learning position.