The_Essential_Manager_s_Handbook

BUILDING RELATIONSHIPS / 393

Interacting informally

In your interactions with the other party,

take advantage of any opportunities to

express your appreciation genuinely

and congratulate them for their

achievements. Use small talk and humor

where appropriate—taking opportunities

to interact informally will help you build a

relationship. Be cautious, however, and

use “safe humor” so as not to offend the

other party. Where possible, focus on the

common ground between you. You may

find that similarities are personal (you

may share the same hobby, for example)

or ideological, such as a similar business

philosophy. These findings offer a solid

start for building a long-lasting, friendly,

and constructive business relationship.

Thinking long-term

You should also protect the “face,” or

dignity, of others and treat them with

respect when you are taking more

from a deal than they are. This is

especially helpful when you are trying

to build long-term relationships.

In team negotiations, it can work well

to include socially skilled negotiators

in your team who can take greater

responsibility for building lasting

relationships, while other team

members (contract negotiators) focus

more on the specific issues.

US_392-393_Building_relationships.indd 393 30/05/16 3:06 pm