Trust and Distrust

David Cremer and Madan M. Pillutla
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David Cremer: China Europe International Business School (CEIBS)
Madan M. Pillutla: London Business School (LBS)

Chapter Chapter 6 in Making Negotiations Predictable, 2012, pp 101-117 from Palgrave Macmillan

Abstract: Abstract The relationships between the negotiating parties play a major role in negotiation outcomes (45). Who you know and how you know them can have a huge influence on the quality of the final negotiated outcome. An important feature which characterizes relationships is the extent to which the relational partners trust each other. The professional and popular literature portrays trust as the social glue which makes our relationships with others possible — and workable. It is also the oil which lubricates the financial system and the magic remedy that can keep partners together, even when everything else seems to be collapsing around them. In short, trust facilitates both effective and productive relationships (79).

Keywords: Trust Game; Full Amount; Negotiation Outcome; Negotiate Process; Relational Partner (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-02479-4_6

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DOI: 10.1057/9781137024794_6

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