# Values-Centered Negotiation Journey: Part 1 – Build Mutual Trust

Successful negotiations aren’t solely about the final signature moment; they begin long before the table is set. Whether you are looking to get a new job, purchase a new business, enter a partnership, negotiating an exit or bring tidings of peace, the groundwork for a fruitful negotiation requires building mutual trust.

In this first part of our series, we’ll explore effective strategies to foster that essential trust.

1. Understand their Core Values

Building rapport and understanding their core values is crucial. Personal connections help to humanize the negotiation process and pave the way for cooperation. Here are a few ways I have found critical in building connections:

• Break Bread Together: ??Share a meal with your partner. It cultivates an informal atmosphere, and you get a front row seat to their Values:? How do they treat the valet, server and other guests?
• Play or Attend a Sports Game Together: ?There is so much we learn about someone's true character in a Tennis match or a round of Golf.
• Regular Check-ins: ?Quality time is one thing I have found valuable when I’m close to entering a partnership. Regular check-ins unveils a lot about a person, naturaly; it also builds familiarity and trust.

2. Do Your Homework

Understanding if their core values match their environment, actions, and priorities can provide significant insight into their thought process. Consider the following steps:

• Visit their Social Media:? What do their followers say about them? Are their followers diverse? What do they not say?
• Employee Insights: Visit their place of business and "listen into" to how their employees view them. What do team members express about the company culture?
• Family Dynamics: Where applicable, consider familial mentions—do they value family? Understanding their background can shed light on their motivations and decision-making.

3. Communicate, Communicate, Communicate

Open, honest, and ongoing communication is the backbone of any trusting relationship. Here are a few ways to ensure effective communication:

• Be Transparent: ?Share your thoughts and intentions clearly to avoid misunderstandings.? If you see something bothering the other person, call it out loud without judgment.
• Encourage Feedback: Create an environment where both parties feel comfortable voicing concerns and suggestions.
• Stay Consistent: Regularly check in and follow up on previous discussions to reinforce trust.

Building mutual trust is not merely a step in the negotiation process; it’s the cornerstone of any successful negotiation. As we embark on this values-centered negotiation journey, remember that it’s about establishing relationships that thrive beyond the Negotiation Table.

?Stay tuned for Part 2, where we’ll dive deeper into the next steps of this journey!

Call to Action: What strategies have you found effective in building trust in your negotiations? ?Please share your experiences in the comments.

#Negotiation #TrustBuilding #ValuesCentered #Leadership #CommunicationSkills #Values

By: Dr. Betty?