Trust in Negotiations – So Fragile and Easily Broken

Last year I included the following as part of one of my Blogs – It is even more valid today.


Trust is built up over time between parties. It becomes established as agreements are honoured exactly as agreed – not just once, but every time.

Trust is a major part of a relationship, a corner stone.

Trust allows each side to “know” how the other party will act, not just an expectation but a promise that will be fulfilled.

One can expect (and be right) that secrets and confidences will be kept. The parties know if the trust is ever broken it can never be repaired.

Deals will be delivered to the letter – exactly as agreed, not distorted, misinterpreted, reneged upon or ignored and forgotten.

If changes have to be made they will be discussed and agreed in advance.

The parties know the value of trust (and the cost of losing it).

In Business:

Trust is very difficult to maintain because:
Employees are for ever changing.
Market and economic pressures do not remain constant.
Greed for profit / commission or bonus have a negative impact – relationships are expendable when there is a quick profit to be made.
When an individual does not understand complexity, consequence, sustainability and the long term, they do not understand trust, relationships, integrity and partnership.

Published by sharpdealer

International Negotiating Specialist and Expert.

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