How can you establish trust with aircraft leasing companies during negotiations?

1 Know your needs and goals

Before you approach any leasing company, you need to have a clear idea of what you want and why. What are your operational, financial, and strategic objectives? How many aircraft do you need, for how long, and for what routes? What are your budget and cash flow constraints? What are your risks and contingencies? By having a well-defined and realistic plan, you can communicate your needs and goals more effectively and confidently, and show the leasing company that you are serious and prepared.

2 Research the leasing company and the market

Another way to build trust is to do your homework on the leasing company and the market. What is the leasing company's reputation, track record, and portfolio? What are their strengths, weaknesses, and preferences? What are the current and future trends, opportunities, and challenges in the aircraft leasing market? How do you compare with other potential lessees? By doing your research, you can demonstrate your interest and respect for the leasing company, and also identify potential areas of alignment and differentiation.

3 Be transparent and honest

Trust is based on honesty and transparency, so you need to be open and truthful in your negotiations. Don't hide or exaggerate any information, such as your financial situation, operational performance, or future plans. Don't make unrealistic or unreasonable demands or promises. Don't use any deceptive or manipulative tactics, such as bluffing, lying, or playing hard to get. Instead, be upfront and consistent about your expectations, concerns, and limitations, and explain the rationale behind your decisions and proposals.

4 Listen and empathize

Trust is also based on understanding and empathy, so you need to listen and pay attention to what the leasing company is saying and feeling. Don't interrupt or dominate the conversation, but ask questions and clarify any doubts or issues. Don't assume or impose your own perspective, but try to see things from their point of view. Don't argue or criticize, but acknowledge and appreciate their feedback and input. By listening and empathizing, you can show the leasing company that you value and respect their opinions and interests, and also find common ground and solutions.

5 Build rapport and relationship

Trust is not only a rational but also an emotional factor, so you need to build rapport and relationship with the leasing company. Don't treat them as a mere supplier or customer, but as a partner or collaborator. Don't be formal or distant, but be friendly and personable. Don't focus only on the deal, but also on the people and the culture. Use humor, compliments, stories, and gestures to create a positive and relaxed atmosphere. By building rapport and relationship, you can make the leasing company feel comfortable and confident with you, and also foster loyalty and commitment.

6 Follow up and deliver

Trust is not a one-time event, but a continuous process, so you need to follow up and deliver on your agreements and promises. Don't disappear or ignore the leasing company after the negotiation, but keep in touch and update them on any changes or developments. Don't delay or default on your payments or obligations, but meet or exceed them on time and in full. Don't take the leasing company for granted, but show your appreciation and gratitude. By following up and delivering, you can prove the leasing company that you are reliable and trustworthy, and also strengthen and sustain the relationship.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?