Adams's negotiating strength appears to have rested on a reputation for reliability. He explained what he intended to do and what he could deliver. Keeping those commitments gave other people reasons to trust his next proposal. This connected practical competence with persuasion: a useful promise had to match his actual abilities.
Notable Point · 20:59-22:40
Reliable promises as a negotiating skill
Adams's ability to gain trust is linked to clear commitments and delivering what he promised.