How do we negotiate without trust

- You're giving examples of times where you are doing business with somebody that you do not trust. And so in that situation, if there is a lack of trust, how do you even begin the negotiation process? If there is let's say negative trust, there's a distrust between the parties, how do we negotiate without it? - How do we negotiate without it? That's a good question Kwame. We follow a system. So the system is, what's the mission and purpose? What am I trying to accomplish for this counterpart? This adversary, this negotiation opposition here, what do they want? How can I help them get it? If I can show them that I can help them get something they cannot get otherwise, it doesn't matter whether they like or trust me. I am not saying that trust is not a good thing. Trust makes the deal go faster, absolutely. Ideally, you want trust because trust is a feeling at the end of the day. When you do a business with a sales…