Advancing the Scientific Understanding of Trust and Culture in Negotiations | Zendy

Kong Dejun Tony | Zendy; Yao Jingjing | Zendy

AI Assistant Blog Pricing

Home ZAIA Blog

Open Access

Advancing 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.

The content you want is available to Zendy users.

Already have an account? Click here to sign in.

Having issues? You can contact us here

Accelerating Research