Negotiation TacTricks

#24 Gain Your Trust

Seduces you with a vision of wealth creating partnership

A negotiator (or often their senior manager or executive) presents an excessively rosy picture of the prospective relationship: a happy, open partnership with shared values and wealth for all.? The aim is to build trust without actually performing.? But the vision may conflict with other indications that the reality will be even more gritty than usual.

A meet and greet session with a senior executive is nearly standard practice in negotiations.? Indeed, if you don’t meet anyone very senior from the other organisation, you should question their commitment to the deal.? You need judgement.

We had a presentation once from a potential contract-manufacturing partner, in which they offered everything we could have asked for, and more.? Meeting our team afterwards, I said that they seemed very keen, to which our senior chemist, Ray, replied darkly, ‘Yes, Bill, but are they desperate?’? We went ahead and contracted with them to get a dedicated plant built for our product.? But Ray was right.? Some time later, reading a paper on a tram into work, I saw a picture of the new plant in flames, just as it was supposed to be commissioned

Counters:

1. Analyse your gut feelings
2. Recognise the internal contradiction.? Consider whether it matters to this particular deal .If you know the reality and can live with it, ignore the blandishments
3. Challenge the vision, requesting an explanation of how and why it should be different from last time

If you do not know the organisation well, do more homework.? Involve colleagues in assessments of their capabilities and culture