Information trust: In negotiation, trusting the opposite means you believe the information presented is truthful and accurate, leading to what outcome?

• A. You withhold information.
• B. You believe the information presented is truthful and accurate, leading to better discussions and a shared selection of options that are good for all involved.
• C. You become skeptical about data.
• D. You avoid brainstorming.

Answer: (B)

Trusting the information the other party presents means you approach the facts as credible and accurate, at least for the moment, which reduces defensiveness and keeps the focus on solving the problem. When you’re not second-guessing every claim, conversations flow more smoothly, you can align around core interests, and you can jointly explore options. This shared understanding makes it easier to evaluate trade-offs and settle on choices that benefit everyone involved. That collaborative, open-dialogue dynamic is the natural result of information trust.

Choosing to withhold information typically stems from mistrust and stalls progress. Being skeptical can block openness and collaboration. Avoiding brainstorming shuts down the creative process needed to find mutually advantageous solutions.