How to build trust faster

As mentioned in previous posts, being able to establish yourself as a trustworthy counterpart is crucial to success around the negotiating table. You yourself would most likely not want to do business with someone you don't trust and the same goes for your counterpart.

Realizing and reflecting on this, especially at the start of new relationships, is very important. As the good old saying goes, you don't get a second chance to make a first impression.

A very easy and simple way to speed up the process of building your trust capital is to promise smaller things that you can fully control yourself:

- "I will send you an email with the details tomorrow"

- "I'll call you in two days to follow up on this matter"

By then delivering on these promises, you will be perceived as someone who can be trusted.

Remember that it usually takes a long time to build up trust but you can lose it very quickly. Therefore, treat your trust capital with the utmost care.