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Trust in negotiation (Fells, 2016: 9, 27, 40-44) (Major factors (44) (For…
Trust in negotiation (Fells, 2016: 9, 27, 40-44)
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Major factors (44)
Other-directedness (Fells, 2016: 40); Insight / Understanding others' priorities (Brett & Thompson, 2016)
Drip-feed / information exchange (Fells, 2016: 27, 43)
Information sharing followed from initial trust expectations, and information sharing did not fully mediate the relationship between expectations and climate of trust (De Drau et al)
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Mimicking behaviours (Sinciceur quoted in Brett & Thompson, 2016: 70)
Identifying joint gains (Brett & Thompson, 2016)
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Definitions
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"Expectation that other party will act in a beneficial rather than exploitative way (Fells, 2016: 9)
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Researchers
Zartman & Berman, 1982: 27
Johnson & Cullen, 2002: 343 (trust indicators)
Lewicki & Wiethoff, 2000; Lewicki & Stevenson, 1997 (types)
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McGinn & Keros, 2002 (impacts of familarity / friendship on trust)
Managing the paradox of organizational trust
Barnes, Louis B.
Harvard Business Review, March-April, 1981, Vol.59, p.107(9)
De Dreu, Giebels, et al
Social Motives and Trust in Integrative Negotiation: The Disruptive Effects of Punitive Capability.[Article]
Source: Journal of Applied Psychology. 83(3):408-422, June 1998.