Trust starts when one side gives first. Before there’s a deal. Before there’s a guarantee.
In the classic Game of Trust, it’s simple:
- Player A gets an amount X to start.
- They can send any amount (0-X) to Player B.
- The amount sent is tripled for Player B.
- Then B decides how much (if anything) to return to Player A.
It’s a one-shot game. No prior contract. No second chances. Only trust — or the opportunity to exploit it.
Notice the dynamic: One player must act first, must GIVE first, without knowing if the other will reciprocate.
You’ll find the same pattern in real-world B2B negotiations, albeit typically in multiple iterative exchanges. One side extends value with the hope that it will be recognized — and reciprocated. Trust becomes the “invisible currency” that builds relationship capital. And reciprocity (or lack thereof) shapes future interactions. Sometimes the first gift isn’t money — it’s flexibility, effort, a promise, even vulnerability.
Key takeaways for negotiators:
✅ Build trust early — with transparency, reliability, and responsiveness.
✅ Honor implicit agreements — not just what’s written in the contract.
✅ Small gestures of goodwill can unlock outsized cooperation.
But be mindful: Not every gift creates a mutual obligation.
Skilled negotiators recognize when a “gift” is being offered with an implied expectation and consciously choose to:
- reject it,
- accept it without being bound,
- or formalize it by acknowledging its value and explicitly incorporating it into the deal.
Where have you seen trust multiply value — or destroy it?
#Negotiation #Trust #GameTheory #B2B #Leadership #CreatingSharedSuccess