Dealmaking Negotiations: How to Build Trust at the Bargaining Table

Article from the PON Harvard: Dealmaking Negotiations: How to Build Trust at the Bargaining Table. Most of us approach negotiations with the hope that we will share information, build a relationship, and be treated fairly by our counterparts. But once talks get started, most of us have also had the experience of holding back information, viewing the other side’s behavior with suspicion, and feeling distrusted by them.

http:/http://www.pon.harvard.edu/daily/dealmaking-daily/dealmaking-negotiations-how-to-build-trust-at-the-bargaining-table/