Advancing the Scientific Understanding of Trust and Culture in Negotiations
- Dejun Tony Kong, DejunTony.Kong@colorado.edu(compose email, opens in email app.)
- Jingjing Yao
Abstract
Trust plays a crucial role throughout the entire negotiation process, and culture adds more complexity to the meaning, functions, and dynamics of trust in negotiations. We take a modest step to provide some insights on trust and culture in the context of negotiations and envision what opportunities are ahead of us in this area. Specifically, we provide a “cognitive map” based on the collective wisdom in the extant negotiation literature and focus on raising important questions about six key culture‐related issues that warrant future research: (a) the meaning of trust, (b) the effects of trust, (c) trust development, (d) trust and distrust, (e) trust repair, and (f) trust in virtual negotiations.Keywords:
- trust
- negotiation
- culture
- trust development
- distrust
- trust repair
How to Cite:
Kong, D. & Yao, J., (2019) “Advancing the Scientific Understanding of Trust and Culture in Negotiations”, Negotiation and Conflict Management Research 12(2), 117-130. https://doi.org/10.34891/k2hf-a032 (external link, opens in new tab).
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Published on
13 February 2019
Peer Reviewed