When trust is discussed, there are generally two extremes: distrust on the one hand and naïveté on the other. Regardless of which you adopt, you will not get much out of a relationship built on either extreme. How do you determine when you can count on the person on the other side of the table? In a negotiation, you must be open and display trust in order to achieve the best result, but you want to avoid being naïve and making yourself vulnerable. How do you find the golden middle ground? How do you avoid exposing yourself to unreasonable risk?
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