What does "building rapport" mean in negotiation?

Building rapport in negotiation refers to establishing a trusting relationship to create a cooperative environment. This process involves fostering mutual respect, understanding, and a positive connection between the negotiating parties. When rapport is built, it often leads to improved communication, increased willingness to collaborate, and a higher likelihood of achieving mutually beneficial outcomes.

A trusting relationship encourages open dialogue, where both parties feel comfortable sharing their interests and concerns, which can ultimately facilitate more effective problem-solving and negotiation strategies. This approach contrasts significantly with the other options, which do not prioritize relationship-building or trust, and may even undermine the negotiation process. For instance, establishing a competitive advantage or creating a formal and rigid framework could lead to a more adversarial atmosphere, while merely exchanging small talk is typically superficial and unlikely to contribute meaningfully to a successful negotiation.