Boarding the Aircraft: Trust Development Amongst Negotiators of a Complex Merger

Michel Lander and Linda Kooning
Additional contact information
Michel Lander: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique

Post-Print from HAL

Abstract: We explore trust development in the context of an international merger negotiation. Based on in-depth interviews with chief negotiators of the Air France- KLM merger, we contribute to existing theory by showing that trust develops in three interrelated domains: personal, process, and outcome. Progressively, trust develops in all domains on the basis of antecedents that differ between phases and domains. Distinguishing between different domains facilitates analysis of trust asymmetry and the coexistence of trust and distrust, as well as the influence of trust in interorganizational relationships.

Keywords: M&A; negotiations; process study; trust (search for similar items in EconPapers)
Date: 2013-01
References: Add references at CitEc
Citations: View citations in EconPapers (9)

Published in Journal of Management Studies, 2013, 50 (1), pp.1-30. ⟨10.1111/j.1467-6486.2012.01084.x⟩

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00772063

DOI: 10.1111/j.1467-6486.2012.01084.x

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().