In Global Negotiations, It's All About Trust

Negotiations are more fruitful when parties freely share information about their interests and goals. But that requires trust, which may be in short supply at the bargaining table. This appears to be true especially in Asian countries, including India and Japan, and in negotiations involving parties...

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Bibliographic Details
Published in:Harvard business review 2012-12, Vol.90 (12), p.26
Main Authors: Gunia, Brian, Brett, Jeanne, Nandkeolyar, Amit
Format: Magazinearticle
Language:English
Subjects:
Agreements
Culture
Guidelines
International
Negotiations
Trust
Online Access:Get full text
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Summary:Negotiations are more fruitful when parties freely share information about their interests and goals. But that requires trust, which may be in short supply at the bargaining table. This appears to be true especially in Asian countries, including India and Japan, and in negotiations involving parties from different cultures. Guidelines have been developed that can help optimize outcomes whatever the level of trust. Negotiators should first assess how much they already trust or distrust the other party, and vice versa, and decide which of three levels best describes the relationship: Trust is likely (Level One), possible (Level Two), or not possible (Level Three).
ISSN:0017-8012