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You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services

Author

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  • Ofir Turel

    (California State University, Fullerton)

  • Yufei Yuan

    (McMaster University)

Abstract

Trust in the context of e-negotiation is a multifaceted cognition about various trustees, including the e-negotiation website, the e-negotiation service provider, the other negotiator, and the neutral third party (if it exists). This set of trust cognitions is important because it can facilitate the adoption of e-negotiation services. As such, this manuscript presents a review of relevant trust-related literature streams, and integrates them into two models: (1) trust relations in e-negotiations, and (2) potential effects of trust assessments on the adoption of e-negotiation services. The trust relations model identifies and distinguishes between various facets of trust that are relevant in e-negotiations. This model facilitates a clear conceptualization and communication of trust issues in e-negotiation research. The trust effects model conceptualizes the roles of the different trust facets in predicting e-negotiation adoption behavior. Overall, these theory-based models advance the field and can serve as the basis for future investigations of trust in e-negotiations.

Suggested Citation

  • Ofir Turel & Yufei Yuan, 2008. "You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services," Group Decision and Negotiation, Springer, vol. 17(2), pages 141-155, March.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:2:d:10.1007_s10726-007-9079-5
    DOI: 10.1007/s10726-007-9079-5
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    References listed on IDEAS

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    1. Craig D. Parks & Lorne G. Hulbert, 1995. "High And Low Trusters' Responses To Fear in a Payoff Matrix," Journal of Conflict Resolution, Peace Science Society (International), vol. 39(4), pages 718-730, December.
    2. Yufei Yuan & Milena Head & Mei Du, 2003. "The Effects of Multimedia Communication on Web-Based Negotiation," Group Decision and Negotiation, Springer, vol. 12(2), pages 89-109, March.
    3. Paul A. Pavlou & David Gefen, 2004. "Building Effective Online Marketplaces with Institution-Based Trust," Information Systems Research, INFORMS, vol. 15(1), pages 37-59, March.
    4. Katherine J. Stewart, 2003. "Trust Transfer on the World Wide Web," Organization Science, INFORMS, vol. 14(1), pages 5-17, February.
    5. Herbert W. Kee & Robert E. Knox, 1970. "Conceptual and methodological considerations in the study of trust and suspicion," Journal of Conflict Resolution, Peace Science Society (International), vol. 14(3), pages 357-366, September.
    6. Ofir Turel & Yufei Yuan, 2007. "User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online," Group Decision and Negotiation, Springer, vol. 16(5), pages 451-468, September.
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    Cited by:

    1. Gert Jan Hofstede & Catholijn M. Jonker & Tim Verwaart & Neil Yorke-Smith, 2019. "The Lemon Car Game Across Cultures: Evidence of Relational Rationality," Group Decision and Negotiation, Springer, vol. 28(5), pages 849-877, October.
    2. Claude Alavoine, 2014. "Gender Issues About Negotiation: A different perception of the most important driving forces?," Working Papers 2014-407, Department of Research, Ipag Business School.
    3. Claude Alavoine & Ferkan Kaplanseren & Frédéric Teulon, 2014. "Teaching (and learning) negotiation: is there still room for innovation ?," Working Papers 2014-227, Department of Research, Ipag Business School.
    4. Bo Yu & Gregory E. Kersten & Rustam Vahidov, 2022. "An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(1), pages 217-237, March.

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