Negotiating is a difficult art that needs to be properly learned but to negotiate with somebody one cannot trust is like driving through red light in heavy traffic. But it really cannot be that bad since there are guidelines to follow if one is stuck with such a problem.
One's negotiating skills will surely be tested when the other party does not deserve to be trusted. All negotiations have a goal to achieve and this is the more important thing than one's prejudices or personal feelings.
One must understand that being antagonistic will not help in the negotiation process. Trust is always earned and once lost, is difficult to regain.
The negotiator needs not be trustful when engaged with somebody he does not trust. His mind should be stable and should be on even keel in this unusual circumstance.
Being patient but firm on one's proposals is the key to handling this situation. Insults and negative statements bring unfavorable results and must be avoided.
On the contrary, positive statements that inspire and put the other party at peace will lead to a more productive meeting of minds. In most negotiations, the negotiators represent the interests of the company or firm they represent.
Always keeping those interests in mind will point the negotiator to the right solutions to the conflicts and put discussions in a conciliatory mood. There is no use blaming each other for situations that seem beyond anyone's control.
The negotiator must always find premises that are agreeable to both sides of the table. Benchmarks can then be established that will pave the road to a successful negotiation.
In negotiations, there are no losers or winners. It is about achieving the goals set by each party and finding the middle ground to which both sides can agree.
It does not matter if one does not trust the other or not.
