No'9

1
No.9 Scrooge or Santa? In any negotiation youll
need to decide how much youre going to have to
trust the other side. Youve got to work out
whether theyre telling lies, offering
exaggerations or telling the truth. Theyre doing
the same about you. Have an open mind. Most
experts tell you to be entirely suspicious until
you have evidence to the contrary. That can be a
time consuming and often cynical position. Try to
establish trust right up front. Spend some time
with trust on your agenda and then with some of
the relationship issues resolved youll know how
to behave best when the money is on the table.