Following deaths and injuries from suspected vehicle failures, and a recall that surpassed 9 million cars, in 2010 the Toyota President, Akio Toyoda, said, “I extend the condolences from the deepest part of my heart…. I feel deeply sorry for those people who lost their lives or who were injured by traffic accidents, especially those in our own cars. I extend my sincerest condolences to them, from the bottom of my heart.” How does an apology help to rebuild relationships?
As a negotiator you can choose to be cooperative or competitive. Making the right choice can be the difference between building relationships and value, and destroying relationships and value. In this issue of Negotiation Insights we help you better understand the impact of your choices and offer some strategies to motivate cooperation.
How would you negotiate with someone you don't trust? This is a conundrum many negotiators have to confront when they want to achieve mutual gains, whilst at the same time protecting their interests and exposure to future risks. To overcome these concerns skilled negotiators look for ways to verify trust and build predictability when there are information gaps and inconsistent behaviours.