Prof. C.J.M. Beniers Intercultural Negotiating Principles www. beniers-consultancy. com

THE BEST SITUATION IS WHEN BOTH PARTIES CAN WIN THE NEXT BEST IS WHEN WE WIN MORE THAN THE OTHER PARTY THE WORST IS WHEN WE CONCEDE A LOT AND GAIN NOTHING Principles 1 Prof. C.J.M. Beniers www.beniers-consultancy-com

THE BEST SITUATION IS WHEN BOTH PARTIES

CAN WIN

THE NEXT BEST IS WHEN WE WIN MORE THAN

THE OTHER PARTY

THE WORST IS WHEN WE CONCEDE A LOT AND

GAIN NOTHING

SUCCESS IN NEGOTIATION IS CLOSELY RELATED TO OUR ABILITY TO CONVINCE THE OTHER PARTY THAT IT IS IN HIS (HER) INTEREST TO AGREE WITH OUR POSITION (OR PART OF IT) Principles 2 Prof. C.J.M. Beniers www.beniers-consultancy-com

SUCCESS IN NEGOTIATION IS CLOSELY

RELATED TO OUR ABILITY TO CONVINCE

THE OTHER PARTY THAT IT IS IN HIS (HER)

INTEREST TO AGREE WITH OUR POSITION

(OR PART OF IT)

Cultural differences impact Preparation- Mechanics Relationship-How countries differ in building rapport How information is exchanged How cultures persuade Differences in final agreement Principles 3 Prof. C.J.M. Beniers www.beniers-consultancy-com

Cultural differences impact

Preparation- Mechanics

Relationship-How countries differ in building rapport

How information is exchanged

How cultures persuade

Differences in final agreement

Skilled negotiators have OBSERVANT MINDS, SOUND JUDGMENT and A TRANQUIL and PATIENT NATURE. They have AN APPRECIATION FOR HUMOR , but REFUSE TO BE DISTRACTED BY PLEASURES OR FRIVOLOUS AMUSEMENTS. They are ALWAYS READY TO LISTEN WITH ATTENTION those whom they meet. Principles 4 Prof. C.J.M. Beniers www.beniers-consultancy-com

Skilled negotiators have OBSERVANT MINDS, SOUND

JUDGMENT and A TRANQUIL and PATIENT NATURE.

They have AN APPRECIATION FOR HUMOR , but

REFUSE TO BE DISTRACTED BY PLEASURES OR

FRIVOLOUS AMUSEMENTS.

They are ALWAYS READY TO LISTEN WITH

ATTENTION those whom they meet.

Their manner of speaking is OPEN, GENIAL, CIVIL, and AGREEABLE. They have THE PRESENCE OF MIND TO FIND A QUICK REPLY TO UNFORESEEN SURPRISES. They possess the MENTAL PENETRATION that enables them TO DISCOVER HOW their COUNTERPARTS ARE FEELING and what they ARE THINKING ABOUT. Principles 5 Prof. C.J.M. Beniers www.beniers-consultancy-com

Their manner of speaking is OPEN, GENIAL, CIVIL, and

AGREEABLE.

They have THE PRESENCE OF MIND TO FIND A QUICK

REPLY TO UNFORESEEN SURPRISES.

They possess the MENTAL PENETRATION that enables

them TO DISCOVER HOW their COUNTERPARTS ARE

FEELING and what they ARE THINKING ABOUT.

They have SUFFICIENT CONTROL TO RESIST THE LONGING TO SPEAK before they have really thought about what to say. They thoroughly understand THE PURPOSE of the negotiation BEFORE GOING OVERSEAS. They know their CEO‘s philosophy and be PREPARED TO COPE WITH ANY UNFORESEEN CIRCUMSTANCES that may arise. Principles 6 Prof. C.J.M. Beniers www.beniers-consultancy-com

They have SUFFICIENT CONTROL TO RESIST THE

LONGING TO SPEAK before they have really

thought about what to say.

They thoroughly understand THE PURPOSE of the

negotiation BEFORE GOING OVERSEAS.

They know their CEO‘s philosophy and be

PREPARED TO COPE WITH ANY UNFORESEEN

CIRCUMSTANCES that may arise.

They know THE HISTORY OF THE COUNTRIES with which they are dealing, THE LAWS and ESTABLISHED CUSTOMS, THE FORM OF GOVERNMENT , and THE BACKGROUND OF THEIR COUNTERPARTS. They GATHER INFORMATION by PERSONAL COMMUNICATION who have with those TRAVELED TO THE COUNTRIES IN QUESTION. Experienced negotiators 7 Prof. C.J.M. Beniers www.beniers-consultancy-com

They know THE HISTORY OF THE

COUNTRIES with which they are dealing, THE

LAWS and ESTABLISHED CUSTOMS, THE

FORM OF GOVERNMENT , and THE

BACKGROUND OF THEIR COUNTERPARTS.

They GATHER INFORMATION by

PERSONAL COMMUNICATION who have with

those TRAVELED TO THE COUNTRIES IN

QUESTION.

They know THE HISTORY OF THE COUNTRIES with which they are dealing, THE LAWS and ESTABLISHED CUSTOMS, THE FORM OF GOVERNMENT , THE BACKGROUND OF THEIR COUNTERPARTS. They GATHER INFORMATION by PERSONAL COMMUNICATION who have with those TRAVELED TO THE COUNTRIES IN QUESTION. Experienced negotiators 8 Prof. C.J.M. Beniers www.beniers-consultancy-com

They know THE HISTORY OF THE COUNTRIES

with which they are dealing, THE LAWS and

ESTABLISHED CUSTOMS, THE FORM OF

GOVERNMENT , THE BACKGROUND OF THEIR

COUNTERPARTS.

They GATHER INFORMATION by PERSONAL

COMMUNICATION who have with those TRAVELED

TO THE COUNTRIES IN QUESTION.

Skilled negotiators will NEVER MAKE PROMISES THAT THEY CANNOT KEEP or NEGOTIATE IN BAD FAITH. Any concession GAINED DISHONESTLY will have AN UNCERTAIN RESULT because the DECEIVED PARTY WILL HAVE A LONG-STANDING DESIRE FOR VENGEANCE. Experienced negotiators 9 Prof. C.J.M. Beniers www.beniers-consultancy-com

Skilled negotiators will NEVER MAKE PROMISES THAT

THEY CANNOT KEEP or NEGOTIATE IN BAD FAITH.

Any concession GAINED DISHONESTLY will have AN

UNCERTAIN RESULT because the DECEIVED PARTY

WILL HAVE A LONG-STANDING DESIRE FOR

VENGEANCE.

Skilled negotiators EMPHASIZE MUTUAL BENEFIT. The surest way for a negotiator TO ESTABLISH GOOD RELATIONS with foreign negotiators is TO PROVE THAT AN AGREEMENT IS OF MUTUAL ADVANTAGE. Experienced negotiators 10 Prof. C.J.M. Beniers www.beniers-consultancy-com

Skilled negotiators EMPHASIZE MUTUAL

BENEFIT.

The surest way for a negotiator TO

ESTABLISH GOOD RELATIONS with

foreign negotiators is TO PROVE THAT

AN AGREEMENT IS OF MUTUAL

ADVANTAGE.

OBSERVANT MINDS SOUND JUDGMENT APPRECIATION OF HUMOUR LISTENING SKILLS ASKING MANY QUESTIONS Experienced negotiators 11 Prof. C.J.M. Beniers www.beniers-consultancy-com Prof. C.J.M. Beniers www.beniers-consultancy-com Prof. C.J.M. Beniers www.beniers-consultancy-com

OBSERVANT MINDS

SOUND JUDGMENT

APPRECIATION OF HUMOUR

LISTENING SKILLS

ASKING MANY QUESTIONS

OPEN MINDED - NESS NEVER MAKING PROMISES THAT THEY CANNOT KEEP EMPHASIZING MUTUAL GAIN ESTABLISH GOOD RELATIONSHIPS Experienced negotiators 12 Prof. C.J.M. Beniers www.beniers-consultancy-com

OPEN MINDED - NESS

NEVER MAKING PROMISES THAT THEY

CANNOT KEEP

EMPHASIZING MUTUAL GAIN

ESTABLISH GOOD RELATIONSHIPS

Negotiation Cycle 13 Analyse Aims Prepare Review Negotiate Plan Prof. C.J.M. Beniers www.beniers-consultancy-com Prof. C.J.M. Beniers www.beniers-consultancy-com

NEGOTIATING RULES 14 Prof. C.J.M. Beniers www.beniers-consultancy-com

RULE 1: A LOT RIDES ON THE SUCCESS OF NEGOTIATIONS 15 Prof. C.J.M. Beniers www.beniers-consultancy-com

Home or abroad, negotiating is NOT A GAME requiring mere skills but AN ART REQUIRING: - Imagination - Strategy - Skills Success 16 Prof. C.J.M. Beniers www.beniers-consultancy-com

Home or abroad, negotiating is NOT A

GAME requiring mere skills but AN ART

REQUIRING:

- Imagination

- Strategy

- Skills

RULE 2: MAKE SURE TAT WHAT YOU NEGOTIATIE IS NEGOTIABLE 17 Prof. C.J.M. Beniers www.beniers-consultancy-com

Negotiable 18 Some things are NON-NEGOTIABLE: Some problems cannot be resolved. Some differences cannot be reconciled. Some negotiators really have little interest in reaching an agreement . Prof. C.J.M. Beniers www.beniers-consultancy-com

RULE 3: DEFINE WHAT WINNING MEANS TO YOU 19 Prof. C.J.M. Beniers www.beniers-consultancy-com

BE PRECISE about what YOU want but think through A WIDE RANGE OF POSSIBILITIES. Think through ALL THE VARIABLES that will affect the deal-price, quality, quantity, timing, means warranties, costs, terms of payment etc. STANDARD BUSINESS PRACTICES VARY AROUND THE WORLD. Winning 20 Prof. C.J.M. Beniers www.beniers-consultancy-com

BE PRECISE about what YOU want but think

through A WIDE RANGE OF POSSIBILITIES.

Think through ALL THE VARIABLES that will

affect the deal-price, quality, quantity, timing,

means warranties, costs, terms of payment etc.

STANDARD BUSINESS PRACTICES VARY

AROUND THE WORLD.

RULE 4: BE AMBITIOUS BUT REALSITIC: WALK AWAY 21 Prof. C.J.M. Beniers www.beniers-consultancy-com

When you define what ‚WINNING‘ means to you, also define what NOT WINNING means. At the point when an agreement no longer benefits you, you must be able to WALK AWAY WITHOUT A DEAL, no matter how disappointed you are. NO DEAL IS BETTER THAN A BAD DEAL!! Be realistic 22 Prof. C.J.M. Beniers www.beniers-consultancy-com

When you define what ‚WINNING‘ means to you, also

define what NOT WINNING means.

At the point when an agreement no longer benefits

you, you must be able to WALK AWAY WITHOUT A

DEAL, no matter how disappointed you are.

NO DEAL IS BETTER THAN A BAD DEAL!!

RULE 5: GET THE FACTS 21 Prof. C.J.M. Beniers www.beniers-consultancy-com Prof. C.J.M. Beniers www.beniers-consultancy-com

If you want to get WHAT IS IMPORTANT TO YOU, you are going to have to understand WHAT IS IMPORTANT TO THE OTHER SIDE. NEVER ASSUME THAT THE FOREIGNER WANTS WHAT YOU WANT OR IS MOTIVATED BY THE SAME NEEDS. Facts 24 Prof. C.J.M. Beniers www.beniers-consultancy-com

If you want to get WHAT IS IMPORTANT TO YOU,

you are going to have to understand WHAT IS

IMPORTANT TO THE OTHER SIDE.

NEVER ASSUME THAT THE FOREIGNER

WANTS WHAT YOU WANT OR IS MOTIVATED BY

THE SAME NEEDS.

RULE 6: HAVE A STRATEGY FOR EACH CULTURE AND EACH PHASE 25 Prof. C.J.M. Beniers www.beniers-consultancy-com

A good strategy is like a road map: it provides a NUMBER OF ROUTES to the same destination. If you miss the turn you wanted there are A NUMBER OF ALTERNATIVES TO GO. A GOOD STRATEGY ALLOWS YOU TO MAKE MINOR ADJUSTMENTS ALONG YOUR PATH TO GET TO THE SAME PLACE. Strategy 26 Prof. C.J.M. Beniers www.beniers-consultancy-com

A good strategy is like a road map: it

provides a NUMBER OF ROUTES to the

same destination.

If you miss the turn you wanted there are A

NUMBER OF ALTERNATIVES TO GO.

A GOOD STRATEGY ALLOWS YOU TO MAKE

MINOR ADJUSTMENTS ALONG YOUR PATH

TO GET TO THE SAME PLACE.

RULE 7: YOUR FIRST STRATEGIC DECISION SHOULD BE HOW TO POSITION YOUR PROPOSAL 27 Prof. C.J.M. Beniers www.beniers-consultancy-com

Americans approach a negotiation as A PROBLEM- SOLVING EXERCISE, they tend to concentrate on the problems, differences etc. Successful international negotiators give much more time to COMMON GROUND and pay a lot of attention to AREAS OF ANTICIPATED AGREEMENT. Keyfactor: EMPATHY. Proposal 28 Prof. C.J.M. Beniers www.beniers-consultancy-com

Americans approach a negotiation as A PROBLEM-

SOLVING EXERCISE, they tend to concentrate on the

problems, differences etc.

Successful international negotiators give much more

time to COMMON GROUND and pay a lot of attention

to AREAS OF ANTICIPATED AGREEMENT.

Keyfactor: EMPATHY.

RULE 8: SET YOUR OPENING OFFER 29 Prof. C.J.M. Beniers www.beniers-consultancy-com

OPENING PROPOSALS ARE AN IMPORTANT SIGNAL TO THE OTHER SIDE. At this early stage, foreigners are not likely to take the proposal itself seriously, but will use it TO SIZE THEIR COUNTERPARTS UP. The foreigner is always more interested in YOU than in your product or project, so make your opening bid inspire RESPECT and TRUST. Opening offer 30 Prof. C.J.M. Beniers www.beniers-consultancy-com

OPENING PROPOSALS ARE AN IMPORTANT

SIGNAL TO THE OTHER SIDE.

At this early stage, foreigners are not likely to

take the proposal itself seriously, but will use it

TO SIZE THEIR COUNTERPARTS UP.

The foreigner is always more interested in YOU

than in your product or project, so make your

opening bid inspire RESPECT and TRUST.

RULE 9: PLAN TO CONTROL YOUR CONCESSIONS 31 Prof. C.J.M. Beniers www.beniers-consultancy-com

Make an INVENTORY of all the concessions you might be willing to make. NOT JUST THE OBVIOUS ONES FROM YOUR POINT OF VIEW BUT ANY VARIATIONS THAT MIGHT BE APPEALING TO THE OTHER SIDE. Concessions 32 Prof. C.J.M. Beniers www.beniers-consultancy-com

Make an INVENTORY of all the concessions

you might be willing to make.

NOT JUST THE OBVIOUS ONES FROM YOUR

POINT OF VIEW BUT ANY VARIATIONS THAT

MIGHT BE APPEALING TO THE OTHER SIDE.

The TIMING OF CONCESSIONS can be REVEALING or CONFUSING when people from different cultures negotiate: Americans make TRIVIAL CONCESSIONS RIGHT AWAY and continue to make concessions throughout THE ENTIRE COURSE OF THE NEGOTIATION. Some people don‘t do so when A TOTAL PACKAGE IS AGREED UPON. Concessions 33 Prof. C.J.M. Beniers www.beniers-consultancy-com

The TIMING OF CONCESSIONS can be

REVEALING or CONFUSING when people from

different cultures negotiate:

Americans make TRIVIAL CONCESSIONS

RIGHT AWAY and continue to make

concessions throughout THE ENTIRE COURSE

OF THE NEGOTIATION.

Some people don‘t do so when A TOTAL

PACKAGE IS AGREED UPON.

RULE 10: SEND A WINNING TEAM 34 Prof. C.J.M. Beniers www.beniers-consultancy-com

WHO A COMPANY SENDS may determine the outcome of a negotiation. Everywhere in the world an essential ingredient of a negotiation is THE CREATION OF TRUST and a SENSE OF LONG – TERM INTEREST IN THE COUNTRY. A winning team 35 Prof. C.J.M. Beniers www.beniers-consultancy-com

WHO A COMPANY SENDS may determine

the outcome of a negotiation.

Everywhere in the world an essential

ingredient of a negotiation is THE

CREATION OF TRUST and a SENSE OF

LONG – TERM INTEREST IN THE COUNTRY.

It does not create confidence to send a representative WITHOUT MUCH AUTHORITY. The interest of top management gives your project A SENSE OF URGENCY. A winning team 36 Prof. C.J.M. Beniers www.beniers-consultancy-com

It does not create confidence to send a representative WITHOUT MUCH AUTHORITY.

The interest of top management gives your project A SENSE OF URGENCY.

RULE 11: DON’T GO ALONE 37 Prof. C.J.M. Beniers www.beniers-consultancy-com

Foreigners will almost always have MORE PEOPLE on a team than you are inclined to have. In that case you should reach SOME BALANCE IN AUTHORITY AND POWER. BEING OUTNUMBERED is a psychological as well as PRACTICAL DISADVANTAGE. Don’t go alone 38 Prof. C.J.M. Beniers www.beniers-consultancy-com

Foreigners will almost always have MORE

PEOPLE on a team than you are inclined

to have.

In that case you should reach SOME

BALANCE IN AUTHORITY AND POWER.

BEING OUTNUMBERED is a psychological

as well as PRACTICAL DISADVANTAGE.

You need the help of a strong team to be able to carry on all the SIMULTANEOUS ACTIVITIES of a negotiation: Persuading Listening Thinking Preparing arguments Formulating questions Revising strategy. Don’t go alone 39 Prof. C.J.M. Beniers www.beniers-consultancy-com

You need the help of a strong team to be

able to carry on all the SIMULTANEOUS

ACTIVITIES of a negotiation:

Persuading

Listening

Thinking

Preparing arguments

Formulating questions

Revising strategy.

RULE 12: ALLOW YOURSELF PLENTY OF TIME; AND MORE 40 Prof. C.J.M. Beniers www.beniers-consultancy-com

AMERICANS go into negotiations with an eye to the END RESULT: their orientation is toward AN OUTCOME. MOST OTHER CULTURES are oriented to the PROCESS OF THE NEGOTIATION ITSELF. They feel NO RUSH and have infinetly MORE PATIENCE. Time 41 Prof. C.J.M. Beniers www.beniers-consultancy-com

AMERICANS go into negotiations with an eye to

the END RESULT: their orientation is toward AN

OUTCOME.

MOST OTHER CULTURES are oriented to the

PROCESS OF THE NEGOTIATION ITSELF.

They feel NO RUSH and have infinetly MORE

PATIENCE.

RULE 13: NEVER TEL THE OTHER SIDE WHEN YOU ARE LEAVING 42 Prof. C.J.M. Beniers www.beniers-consultancy-com

Some foreigners, if they know you are in town for ten days, will take you on tours, dinners, and continueous entertainment and meetings TO KEEP YOU FROM TALKING TO A COMPETITOR. When the other side ask how how long you are staying, SAY YOU HAVEN‘T MADE ANY PLANS FOR YOUR RETURN. Leaving 43 Prof. C.J.M. Beniers www.beniers-consultancy-com

Some foreigners, if they know you are in

town for ten days, will take you on tours,

dinners, and continueous entertainment and

meetings TO KEEP YOU FROM TALKING TO

A COMPETITOR.

When the other side ask how how long you

are staying, SAY YOU HAVEN‘T MADE ANY

PLANS FOR YOUR RETURN.

Just in case they call your hotel to inquire about the length of your reservation (as they have been known to do), you might make RESERVATIONS FOR AN INDEFINITE PERIOD. Leaving 44 Prof. C.J.M. Beniers www.beniers-consultancy-com

Just in case they call your hotel to

inquire about the length of your

reservation (as they have been known to do),

you might make RESERVATIONS FOR AN

INDEFINITE PERIOD.

RULE 14: THINK ABOUT THE AGENDA 45 Prof. C.J.M. Beniers www.beniers-consultancy-com

DON‘T JUST ACCEPT THE AGENDA PROPOSED BY THE OTHER SIDE. Read it carefully for what it contains and what leaves it out. Consider WHAT PRIORITIES IT REVEALS. What will its EFFECT BE ON YOUR CONCESSION STRATEGY? Does it force your concessions TOO SOON? The agenda 46 Prof. C.J.M. Beniers www.beniers-consultancy-com

DON‘T JUST ACCEPT THE AGENDA

PROPOSED BY THE OTHER SIDE.

Read it carefully for what it contains and

what leaves it out.

Consider WHAT PRIORITIES IT REVEALS.

What will its EFFECT BE ON YOUR

CONCESSION STRATEGY?

Does it force your concessions TOO SOON?

RULE 15: THE OVERTURE SHOULD MAKE MUSIC 47 Prof. C.J.M. Beniers www.beniers-consultancy-com

Formal negotiations typically begin with experts call POSTURING: the expected generalities and sentiments to set the tone. Use the words ‚RESPECT‘ and ‚MUTUAL BENEFIT‘ frequently. AVOID ANY POSTURING STATEMENTS THAT SUGGEST ARROGANCE; SUPERIORITY OR URGENCY. The overture 48 Prof. C.J.M. Beniers www.beniers-consultancy-com

Formal negotiations typically begin with

experts call POSTURING: the expected

generalities and sentiments to set the tone.

Use the words ‚RESPECT‘ and ‚MUTUAL

BENEFIT‘ frequently.

AVOID ANY POSTURING STATEMENTS

THAT SUGGEST ARROGANCE;

SUPERIORITY OR URGENCY.

RULE 16: WATCH YOUR LANGUAGE 49 Prof. C.J.M. Beniers www.beniers-consultancy-com

Words, body language and even concepts mean different things in different countries. Therefore negotiators can talking past one another accomplishing LARGE-SCALE MISUNDERSTANDINGS. You should agree with the other side ON THE SPECIFIC MEANINGS OF CERTAIN including PROCEDURAL TERMINOLOGY. Language 50 Prof. C.J.M. Beniers www.beniers-consultancy-com

Words, body language and even concepts

mean different things in different countries.

Therefore negotiators can talking past one

another accomplishing LARGE-SCALE

MISUNDERSTANDINGS.

You should agree with the other side ON THE

SPECIFIC MEANINGS OF CERTAIN including

PROCEDURAL TERMINOLOGY.

RULE 17: PERSUASION IS AN ART: DON’T PAINT YOUR ARGUMENT WITH THE WRONG MATERIALS 51 Prof. C.J.M. Beniers www.beniers-consultancy-com

AMERICANS tend to be FACTUAL: the facts speak for themselves. AMERICANS are INDUCTIVE THINKERS: they amass the data and then draw conclusions. Arguments 52 Prof. C.J.M. Beniers www.beniers-consultancy-com

AMERICANS tend to be FACTUAL: the facts

speak for themselves.

AMERICANS are INDUCTIVE THINKERS:

they amass the data and then draw

conclusions.

RULE 18: GO BEHIND THE SCENES: THAT IS WHERE MINDS ARE CHANGED 53 Prof. C.J.M. Beniers www.beniers-consultancy-com

It is occasionally possible to see that the other side IS BLOCKED BY SOME ORGANIZATIONAL, LEGAL or POLICY CONSTRAINT. It is often possible TO MOVE THE DISCUSSION TO THOSE ISSUES AND HELP THEM. GAINING FAVOUR AND FREEING UP A ‚ WIN‘ FOR BOTH SIDES. Changing minds 54 Prof. C.J.M. Beniers www.beniers-consultancy-com

It is occasionally possible to see that the

other side IS BLOCKED BY SOME

ORGANIZATIONAL, LEGAL or POLICY

CONSTRAINT.

It is often possible TO MOVE THE

DISCUSSION TO THOSE ISSUES AND HELP

THEM.

GAINING FAVOUR AND FREEING UP A

‚ WIN‘ FOR BOTH SIDES.

RULE 19: GIVE FACE 55 Prof. C.J.M. Beniers www.beniers-consultancy-com

People who lose face CAN GO TO EXTREMES TO ACT OUT THEIR RESENTMENT. Be CAREFUL in your CHOICE OF WORDS so that the other side is not offended. Always AVOID CRICITISM that might be taken personally. Give face 56 Prof. C.J.M. Beniers www.beniers-consultancy-com

People who lose face CAN GO TO EXTREMES

TO ACT OUT THEIR RESENTMENT.

Be CAREFUL in your CHOICE OF WORDS so

that the other side is not offended.

Always AVOID CRICITISM that might be taken

personally.

RULE 20: TRUST IN NEGOTIATIONS 57 Prof. C.J.M. Beniers www.beniers-consultancy-com

Make your opening bid inspire respect and trust Trust is the lubricant for successful negotiations High levels of trust between negotiators generally - ensure fairer results - reduce the cost of resolving differences - enhance the durability of any agreement Trust 58 Prof. C.J.M. Beniers www.beniers-consultancy-com

Make your opening bid inspire respect and trust

Trust is the lubricant for successful negotiations

High levels of trust between negotiators

generally

- ensure fairer results

- reduce the cost of resolving differences

- enhance the durability of any agreement

TRUST HAS TWO BASIC FORMS 1. RECIPROCAL TRUST 2. REPRESENTATIVE TRUST Trust 59 Prof. C.J.M. Beniers www.beniers-consultancy-com

TRUST HAS TWO BASIC FORMS

1. RECIPROCAL TRUST

2. REPRESENTATIVE TRUST

RECIPROCAL TRUST = MUTUAL TRUST Reciprocal trust is occasionally found between TRULY INTERDEPENDENT business partners or professional colleagues In reciprocal trust relationships, advancement of individual interests is a byproduct of devotion to the common good Trust 60 Prof. C.J.M. Beniers www.beniers-consultancy-com

RECIPROCAL TRUST = MUTUAL TRUST

Reciprocal trust is occasionally found between

TRULY INTERDEPENDENT business partners or

professional colleagues

In reciprocal trust relationships, advancement of

individual interests is a byproduct of devotion to

the common good

REPRESENTATIVE TRUST IS THE MORE COMMON FORM OF RELIANCE ON OTHERS When electing officials or hiring a salesman to represent us, WE HAND OVER OUR TRUST, merely ASKING THAT IT WILL BE HONOURED IN RETURN Trust 61 Prof. C.J.M. Beniers www.beniers-consultancy-com

REPRESENTATIVE TRUST IS THE MORE

COMMON FORM OF RELIANCE ON OTHERS

When electing officials or hiring a salesman

to represent us, WE HAND OVER OUR

TRUST, merely ASKING THAT IT WILL BE

HONOURED IN RETURN