Once I had built a relationship based on intrinsic negotiation, I could return to the well with a new object, and an exchange would be accepted. By understanding and explaining my goals for exchanging a lower value item for a higher value item, I built trust. The other party had little reason to doubt my position and could speak freely about the items they were willing to trade. As Negotiations warns, if I had pushed for extreme value creation, other parties would be less willing to participate in future negotiations (Harvard Business Essentials, 2003, p..