From the course: The Top Three Negotiation Myths
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The myth of trust
From the course: The Top Three Negotiation Myths
The myth of trust
- [Narrator] Well, let's move on to number two the second thing which is trust. And I know this is something that's going to surprise a lot of people, the myth of trust. And a that's one of those business buzz words that's really really popular right now. And so when you talk about trust, the necessity of trust being a myth, what do you mean by that? - [Narrator 2] It means that a lot of people hold that to be true, that it's an idea or principle that people follow and it sounds like it should work. We only do business with people that we'd like and trust. The problem is that's not true. The problem is we would like to trust someone but we don't need trust to do business with him. So I'm trying to be a little bit nuanced here. We want to do business with people that we trust but we don't need trust to be able to do business. Just think about this for a minute. How much business does the US do with China right now? -…
Contents
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Introducing Allan Tsang45s
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The myth of win-win2m 58s
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Errors of win-win mindset3m 24s
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Appropriate vs. inappropriate compromises4m 16s
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The myth of trust2m 14s
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How do we negotiate without trust3m 22s
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Getting to yes vs. starting with no2m 48s
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An example of starting with no5m 40s
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Addressing concerns of starting with no2m 43s
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