You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services

Ofir Turel () and Yufei Yuan
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Ofir Turel: California State University, Fullerton
Yufei Yuan: McMaster University

Group Decision and Negotiation, 2008, vol. 17, issue 2, No 4, 155 pages

Abstract: Abstract Trust in the context of e-negotiation is a multifaceted cognition about various trustees, including the e-negotiation website, the e-negotiation service provider, the other negotiator, and the neutral third party (if it exists). This set of trust cognitions is important because it can facilitate the adoption of e-negotiation services. As such, this manuscript presents a review of relevant trust-related literature streams, and integrates them into two models: (1) trust relations in e-negotiations, and (2) potential effects of trust assessments on the adoption of e-negotiation services. The trust relations model identifies and distinguishes between various facets of trust that are relevant in e-negotiations. This model facilitates a clear conceptualization and communication of trust issues in e-negotiation research. The trust effects model conceptualizes the roles of the different trust facets in predicting e-negotiation adoption behavior. Overall, these theory-based models advance the field and can serve as the basis for future investigations of trust in e-negotiations.

Keywords: E-negotiation; Online negotiations; Negotiation support systems; Negotiation; Trust; Technology adoption (search for similar items in EconPapers)
Date: 2008
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Citations: View citations in EconPapers (4)

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DOI: 10.1007/s10726-007-9079-5

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