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.

Methods, Negotiation, Negotiations

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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.

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