Advancing the Scientific Understanding of Trust and Culture in Negotiations

Dejun Tony Kong and Jingjing Yao
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Dejun Tony Kong: Department of Management and Leadership, C. T. Bauer College of Business

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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.

Date: 2019-03-04
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Published in Negotiation and Conflict Management Research, 2019, 12 (2), pp.117-130. ⟨10.1111/ncmr.12147⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03003999

DOI: 10.1111/ncmr.12147

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