2020/11/18 by Dejun Tony Kong, Kong, Dejun Tony, Jingjing Yao +1
Social Sciences · Computer Science · Business, Management and Accounting · #Conflict Management and Negotiation #Cognitive Science and Mapping #Innovation and Knowledge Management
paper · doi:10.34891/k2hf-a032
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. Keywords: trust, negotiation, culture, trust development, distrust, trust repair