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Understanding trust development in negotiations: An interdependent approach

Author

Listed:
  • Jingjing Yao

    (LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique)

  • Zhi-Xue Zhang
  • Jeanne Brett

Abstract

No abstract is available for this item.

Suggested Citation

  • Jingjing Yao & Zhi-Xue Zhang & Jeanne Brett, 2017. "Understanding trust development in negotiations: An interdependent approach," Post-Print hal-01745367, HAL.
    • Handle: RePEc:hal:journl:hal-01745367
    DOI: 10.1002/job.2160
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    Cited by:

    1. Swaab, Roderick I. & Lount, Robert B. & Chung, Seunghoo & Brett, Jeanne M., 2021. "Setting the stage for negotiations: How superordinate goal dialogues promote trust and joint gain in negotiations between teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 157-169.
    2. Yao, Jingjing & Brett, Jeanne M. & Zhang, Zhi-Xue & Ramirez-Marin, Jimena, 2021. "Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 9-23.
    3. Jingjing Yao & Martin Storme, 2021. "Trust Building via Negotiation: Immediate versus Lingering Effects of General Trust and Negotiator Satisfaction," Group Decision and Negotiation, Springer, vol. 30(3), pages 507-528, June.
    4. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
    5. Dominik Sondern & Guido Hertel, 2019. "Does Paying Back Pay Off? Effects of Reciprocity and Economic Outcomes on Trust Emergence in Negotiations," Group Decision and Negotiation, Springer, vol. 28(6), pages 1053-1076, December.
    6. Yongbo Sun & Zichen Qiu, 2022. "Perceived Overqualification and Innovative Behavior: High-Order Moderating Effects of Length of Service," Sustainability, MDPI, vol. 14(6), pages 1-18, March.

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