TRUST AND INTERNATIONAL BUSINESS NEGOTIATIONS

Sona Gullova ()
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Sona Gullova: Prague University of Economics and Business

Medzinarodne vztahy (Journal of International Relations), 2021, vol. 19, issue 3, 218-232

Abstract: Trust is an integral part of every negotiation, it develops in the negotiation process between the negotiating parties and affects not only the negotiation process itself, but especially the final result. The importance of trust in achieving economic growth, synergy effects and in the effectiveness of cooperation is growing. This paper will try to analyze the role of trust in international trade negotiations and in international business. The paper aims to answer the following questions: What is trust and why is it an integral part of the negotiations? How are the processes of building trust, losing a regaining trust? How does culture affect the trust relationship between the negotiating parties and the negotiation process itself? The first part of the paper is devoted to trust in business, the next to trust and truth in international business negotiations.

Keywords: trust; international business negotiations; international business (search for similar items in EconPapers)
JEL-codes: C78 F51 M1 (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:brv:journl:v:19:y:2021:i:3:p:218-232

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