Trust development in negotiation: proposed actions and a research agenda
Article Abstract:
Trust is an essential component of negotiation and relationship development. The key to successful negotiation is to understand both the developmental dynamics of trust and its multifaceted nature. Parties involved in negotiations must acknowledge the fact that trust can be both an antecedent and a consequence in fostering relationships. Building trusting relations involves the need to create and meet expectations, convince the other party that the positive effects of trust far outweigh the negative effects, keep short-term promises and establish credibility and trustworthiness.
Publication Name: Business & Professional Ethics Journal
Subject: Philosophy and religion
ISSN: 0277-2027
Year: 1997
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Rethinking trust
Article Abstract:
Trust as a concept in business ethics is not simply an emotional attitude. While this concept of trust is correct in its fundamental orientation, there is some sort of passivity normally attributed to emotions and trust that makes it inadequate and confused. Trust must be viewed as an emotional phenomenon that is dynamic and enduring. It is not a set of beliefs or expectations but rather an essential part of emotional relationship.
Publication Name: Business & Professional Ethics Journal
Subject: Philosophy and religion
ISSN: 0277-2027
Year: 1997
User Contributions:
Comment about this article or add new information about this topic:
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