Open AccessAdvancing the Scientific Understanding of Trust and Culture in Negotiations
Author(s) -
Kong Dejun Tony,
Yao Jingjing
Publication year - 2019
Publication title -
negotiation and conflict management research
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.474
H-Index - 15
eISSN - 1750-4716
pISSN - 1750-4708
DOI - 10.1111/ncmr.12147
Subject(s) - negotiation , distrust , meaning (existential) , context (archaeology) , warrant , public relations , extant taxon , process (computing) , sociology , political science , social psychology , epistemology , knowledge management , psychology , business , law , computer science , paleontology , philosophy , finance , evolutionary biology , biology , operating system
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.