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We have speed dating, fast food and even fast failure in startups and there is often an impatience to get on with the deal in negotiations – to cut to the chase. In a world that seems to have become simply more transactional with social distancing, work from home and Zoom meetings, it’s becoming increasingly more challenging to build authentic relationships.
We certainly shouldn’t follow the advice of Groucho Marx, who said, “The two most important words in the world are honesty and sincerity. If you can fake those, you’ve got it made.” All of us can smell insincerity!
However, some things can’t be rushed and of course, relationships are one of them. It is absolutely essential that negotiators use the full range of opportunities available for personal interaction to master the art of conversations that can fast track rapport.
The client who said, “I don’t care what you know until I know that you care,” sums up the dilemma we all face in establishing our personal credibility in a commercial context.
As we are all aware, conversation is both a learned skill and one that needs ongoing practice. Unfortunately, many of us were denied the opportunity to hone our skills during the lockdowns and work from home periods throughout covid.
So, here’s a tip for refreshing your skills:
