In Six Ways to Build Trust in Negotiations by Deepak Malhotra

• What are the most critical takeaways from this pieces of literature?
• Why is it so important to build trust in a negotiation?
• In preparing for a negotiation, how might you evaluate your counterpart's relationship to dignity (i.e., which elements of dignity might be particularly resonant for them)? How will you prepare in advance to ensure you honor your counterpart's dignity?