{"id":12901,"date":"2021-10-22T00:00:00","date_gmt":"2021-10-22T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/trust-me\/"},"modified":"2021-10-22T00:00:00","modified_gmt":"2021-10-22T00:00:00","slug":"trust-me","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2021\/trust-me\/","title":{"rendered":"Trust me"},"content":{"rendered":"<article class=\"article__content\">\n<p>The recent collapse in Franco-Australian relations following the new Aukus security pact got me thinking about how an erosion of trust can sour once amicable relationships. When France and Australia are back at the negotiating table, how is that likely to play out? Not well, I\u2019d venture. People have long memories \u2014 betray their trust and you may lose them completely. At the very least, you\u2019ll spend an unnecessary amount of time and effort winning them back.<\/p>\n<p>\u201cTrust me.\u201d How often have you heard that said by the other side during a negotiation? The last time I heard it without flinching was about three years ago. I was closing out a sponsorship deal with a long-standing client for a rather well-known event at a Swiss ski resort (yes, that one). My client had verbally agreed to the deal and asked me to hold the opportunity for her while she closed things out internally. This was a problem. We had to secure a venue or risk losing out, but had no signed contract for the sponsorship.\u00a0<\/p>\n<p>\u201cTrust me,\u201d she said. \u201cWe do this every year, and it\u2019ll be fine.\u201d I negotiated hard with my own finance team and eventually persuaded them to agree to commit to the venue. Two weeks later, my client pulled out of the deal. Her budget had been cut, but she didn\u2019t want to lose the opportunity, so she didn\u2019t tell me the whole truth. Fortunately, I found another sponsor, but we didn\u2019t work with the other client after that.<\/p>\n<p>What I learned is that just saying, or hearing, \u201cTrust me\u201d isn\u2019t enough. Trust must be earned, and while this isn\u2019t always easy, there are a few tried-and-true strategies that can help you along the way.<\/p>\n<ul>\n<li><strong>Structure expectations from the outset<\/strong><strong>.<\/strong>\u00a0Nobody likes nasty surprises, so endeavor to be open and upfront from the get-go about what you are looking to achieve from the negotiation. And if there\u2019s bad news \u2014 budget cuts, for example! \u2014 that you need to share, do this early too. If it\u2019s going to be a deal-breaker, better to find out at the start rather than wasting both parties\u2019 time. You\u2019ll retain your credibility and their trust for the next time you meet.<\/li>\n<li><strong>Share more information, particularly about your own needs and priorities<\/strong><strong>.<\/strong>\u00a0All too often, our default position is to hold our cards close to our chest. Why? Because deep down, we don\u2019t trust the other party, and we\u2019re afraid they\u2019ll use the information we give them against us. In my experience, this is rarely the case. In fact, the opposite tends to happen. If my client had shared her budget challenges, would I have simply told her to take a hike? No, I\u2019d have tried to work with her to find a way forward that we could both accept.\u00a0<\/li>\n<li><strong>Know your limits.<\/strong>\u00a0It\u2019s really easy to compromise your position when you don\u2019t know or have a limit. Oftentimes, people will comply with a \u201ctrust me\u201d request because they haven\u2019t set boundaries or don\u2019t understand the implications of the request. It\u2019s much easier to trust someone when you know what it is that you can and can\u2019t do for them.\u00a0<\/li>\n<\/ul>\n<p>\u00a0So, the next time someone asks you to trust them in a negotiation, ask yourself whether they have earned that trust. If not, get them to work a little harder before committing to the deal.<\/p>\n<p><br\/><br\/><strong>We Can Help You Build Trust at the Negotiating Table.<\/strong><\/p>\n<p>As we all know, erosion of trust can sour once amicable relationships, especially at the negotiating table. People have long memories \u2014 betray their trust and you may lose them completely. We can help!\u00a0Drawing on 46 years of real-world negotiating experience, we\u2019ll assist you with getting better deals, saving time, and creating value for all involved \u2014 not to mention preserving and even strengthening relationships. Let us partner you with one of our advisers, ensuring that you\u2019ve got the broadest view of your deal.<\/p>\n<p>Call one of our experts today:<\/p>\n<p>P: 042979069<\/p>\n<p>E: info@scotwork.co.nz<\/p>\n<\/article>","protected":false},"excerpt":{"rendered":"<p>The recent collapse in Franco-Australian relations following the new Aukus security pact got me thinking about how an erosion of trust can sour once amicable relationships. When France and Australia are back at the negotiating table, how is that likely to play out? Not well, I\u2019d venture. People have long memories \u2014 betray their trust&#8230;<\/p>\n","protected":false},"author":85,"featured_media":12770,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"blog-nz\/2021\/trust-me\/","footnotes":""},"categories":[1],"tags":[],"class_list":["post-12901","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Trust Me | Scotwork NZ Negotiation Blog<\/title>\n<meta name=\"description\" content=\"World leaders in business negotiation training and consultancy with experts across 120 countries, with negotiation courses taught in 29 languages.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" 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