Your reputation is the way other people think and talk about you. When it comes to negotiation, having a reputation for being trustworthy matters. Trust in a negotiation process opens the door to many forms of integrative negotiation strategies that benefit both parties. The most effective way to build trust is to behave in an honest way across repeated interactions. Then others will feel more comfortable making open-ended offers with many different outcomes.

Sometimes we either trust or distrust people based on word of mouth about a person’s characteristics. A combination of competence and integrity often help a person develop a trustworthy reputation. Negotiators higher in self-confidence and cognitive ability are seen as more competent by negotiation partners. Individuals who have a reputation for integrity can also be more effective in negotiations. Finally, individuals who have more solid reputations are better liked and have more friends and allies.