Friday, April 26, 2013

Trump Style Negotiation: CH2--Personality and Rapport


  Do not deal with someone you don’t trust. Again, you can be nice, but you have to protect yourself. Stay away from those who cannot be trusted.
On other hand, your first priority is to convince the other side that you can and you will do what you say you’ll do. Remember that trust is very important. People are willing to pay more for peace of mind (i.e., trust).


  Rapport means ‘relation marked by harmony, conformity, accord, or affinity.’ You should build affinity and mutual respect on top of trust. Rapport will bring two parties to a mutually satisfactory point.  


  Your goal should be something you both can live with. Both parties should leave the negotiation with satisfactory.

Dirty Negotiation

  Stay away from dirty negotiation. It can make you win. But it’s just like you got rich by robbing the bank. If you turn yourself from a negotiator to a bully, you will make an enemy for life. You will also feel unsatisfied when you get what you want because you would think that you should have got a better deal if you pushed more.

8 Tips for Building Trust, Rapport, and Satisfaction

  1. Find common ground with the other side. You might not get this information directly from the other side. Look around the office. Talk to people. Look up the Internet. Find as much information about the others as you can. 
  2. Establish a good rapport. 
  3. Be a nice person to deal with.
  4. Find an appropriate level of communication. You should learn about the personality (e.g., uptight or outgoing) of the one who you’ll be dealing with. Then you can adjust your negotiation style accordingly. 
  5. Understand the other side and its need. You may have to let the other side win trivial points in exchange for more important points.
  6. Cement feeling of trust. When you earn trust, reinforce it with friendliness and sincerity. Try not to lose trust during negotiation.  
  7. Learn flexibility
  8. Become known as a deal maker, not a deal breaker. Don’t let your ego kill the deal. Swallow your pride if you have to. For example, suppose you want something which cost $40 for $15. If the vendor gives you for $15.50, swallow your pride and take it. Don’t let your ego kill the deal.
Book or Audiobooks?

Personally, I prefer audiobooks. It's fun, and I can listen when I'm doing something else. It also makes other activities (e.g., jogging) a lot more fun. For more detail about audiobooks, please read [this post].

There is one more reason that may encourage you to go for the audiobook version. You can get it now for FREE. Audible offers you a free trial for 14 days. Even if you get the book and cancel the subscription right away (so that you don't have to pay), you can keep the book. And, don't worry if you lost the audiobook file. Just log into You can keep downloading the over and over again.
About the summary: It takes time to finish up a book. And, when you do, sometimes, you want to review what you learn from the book. If you do not make  notes as you read, you might have to go through the book once again. This can be time-consuming when you are dealing with a book. But you can still flip through the book and locate what you are looking for.

However, when the material is an audiobook, it is extremely hard to locate a specific part of content. Most likely you will have to listen to the entire audiobook once again.

This book summary will help solve the pain of having to go through the book all over again.

I am leaving out the details of the books. Most books have interesting examples and case studies, not included here. Reading the original book would be much more entertaining and enlightening. If you like the summary, you may want to get the original from the source below.

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