Trust Matters in Negotiation
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DOI: 10.1007/s10726-022-09796-9
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- Daniel Druckman & Ronald Mitterhofer & Michael Filzmoser & Sabine T. Koeszegi, 2014. "Resolving Impasses in e-Negotiation: Does e-Mediation Work?," Group Decision and Negotiation, Springer, vol. 23(2), pages 193-210, March.
- Fieke Harinck & Daniel Druckman, 2019. "Values and Interests: Impacts of Affirming the Other and Mediation on Settlements," Group Decision and Negotiation, Springer, vol. 28(3), pages 453-474, June.
- Daniel Druckman & Lin Adrian & Malene Flensborg Damholdt & Michael Filzmoser & Sabine T. Koszegi & Johanna Seibt & Christina Vestergaard, 2021. "Who is Best at Mediating a Social Conflict? Comparing Robots, Screens and Humans," Group Decision and Negotiation, Springer, vol. 30(2), pages 395-426, April.
- Dejun Tony Kong & Robert B. Lount & Mara Olekalns & Donald L. Ferrin, 2017. "Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 15-21, January.
- Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
- Dirks, Kurt T. & Kim, Peter H. & Ferrin, Donald L. & Cooper, Cecily D., 2011. "Understanding the effects of substantive responses on trust following a transgression," Organizational Behavior and Human Decision Processes, Elsevier, vol. 114(2), pages 87-103, March.
- Serena Changhong Lu & Dejun Tony Kong & Donald L. Ferrin & Kurt T. Dirks, 2017. "What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 22-50, January.
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Keywords
directive mediation; facilitation; integrity trust; mindset; negotiation; transformative mediation;All these keywords.
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