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Advancing the Scientific Understanding of Trust and Culture in Negotiations

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.
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Contributor : Isabelle Celet Connect in order to contact the contributor
Submitted on : Friday, November 13, 2020 - 2:37:33 PM
Last modification on : Wednesday, November 3, 2021 - 4:17:38 AM

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Dejun Tony Kong, Jingjing Yao. Advancing the Scientific Understanding of Trust and Culture in Negotiations. Negotiation and Conflict Management Research, Michael A. Gross, Colorado State University, 2019, 12 (2), pp.117-130. ⟨10.1111/ncmr.12147⟩. ⟨hal-03003999⟩



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