Advancing the Scientific Understanding of Trust and Culture in Negotiations

Dejun Tony Kong (1) , Jingjing Yao (2)

1 Department of Management and Leadership, C. T. Bauer College of Business
2 LEM - Lille économie management - UMR 9221

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.

Domaines: Sciences de l'Homme et Société; Gestion et management

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