If there is one thing that all negotiators know and understand is that in order to be able to reach a deal with the other side, you first have to be able to trust them. 

We also understand that during the course of a negotiation, trust is something that may develop naturally over time. However, sometimes we can’t wait that long.  If we don’t trust the other side, we can still make safe deals with  them. These types of deals will involve using our negotiation styles and  negotiating techniques to make few concessions, few tradeoffs, and we  won’t share very much information with the other side. However, deals  like this may mean that we are missing out on big opportunities. 

What we need to do is to find way to build trust on the fly…