To build trust with a hostile negotiator, begin by actively listening and showing empathy, which can soften resistance. Maintain calm professionalism, acknowledge their perspective, and find small common grounds to bridge gaps. Emphasize shared goals, demonstrate reliability through consistent actions, and offer solutions that meet mutual interests, turning the focus from conflict to collaboration for a productive outcome.

Establishing trust and rapport with a hostile negotiator can be challenging but is possible with a thoughtful and empathetic approach. how that you’re genuinely interested in understanding their position. Listen closely, acknowledge their concerns, and validate their points without agreeing immediately. This can help lower their defenses and make them feel respected. Try to identify their underlying interests rather than getting stuck on positions. Ask questions to explore what they value most and why

By taking the time to understand the other party's history, culture, and perspective send the message that committed to the negotiation and to the relationship – an integral step in trust building. This fluency also signals readiness to follow through negotiated settlement

It is important to make a personal connection with the other negotiator, aiming to find that the best solution is usually reached through conversation, even making concessions instead of imposing and trying to defeat the other

Call a timeout. People have a preemptive defense ready to go the second you sit down to negotiate. We don’t even even realize we’re doing it. No communication can happen in a situation when no one‘s listening. I’m usually pretty quick to tell someone that I don’t like confrontation or posturing or being performative. I just want to talk without manipulation or mind games or trying to hustle each other. If you’re down to Drop all the pretenses so we can communicate in an Collaborative manner then I’ll order some food and we can get this knocked out so we can both come out of it with our needs met. You’d be astonished at how much you can get accomplished when you just stop trying to play the role of us vs them.