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Advancing the Scientific Understanding of Trust and Culture in Negotiations

Author

Listed:
  • Dejun Tony Kong

    (Department of Management and Leadership, C. T. Bauer College of Business)

  • 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)

Abstract

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.

Suggested Citation

  • Dejun Tony Kong & Jingjing Yao, 2019. "Advancing the Scientific Understanding of Trust and Culture in Negotiations," Post-Print hal-03003999, HAL.
    • Handle: RePEc:hal:journl:hal-03003999
    DOI: 10.1111/ncmr.12147
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    Cited by:

    1. 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.

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