From the course: The Top Three Negotiation Myths

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The myth of trust

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? -…

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