managers who are negotiating either purchases or sales. In this study, negotiation experiments encompassing a total of 24 …

Purpose – This paper aims to relate Taoist Yin‐Yang thinking to Western nomology in terms of trust and trust building …, seeking to explore the question of how trust impacts on conflict management. Design/methodology/approach – A moderating model … of trust in conflict management is proposed. Investigations and observations using primary and secondary data are …

Trust plays a significant role in business peoples’ choices of negotiating tactics. This study compares the use of … generally accepted negotiating tactics with dubious ones. Findings from a sample of Mexican business people indicate that the … type of negotiation (intra‐cultural vs cross‐cultural) is predictive of the level of trust that a negotiator will place in …

useful framework to analyze dynamics of relationship‐ and trust‐building and hence are increasingly important for the … negotiations to establish relationships based on mutual understanding and trust in order to reach satisfactory agreements and …

Trust appears to be central in the development of effective workplace and negotiating relationships. However, much of … the discussion presumes an understanding of what “trust” is. Seeks to examine the nature of trust and suggests that it … relates to risk and the expectations of interacting parties. The means by which trust is established through negotiation, as …

This study investigates the role of owners' personal preferences and behaviour in determining the success of micro …-in-the-field experiment comprised five behavioural games: dictator, bargaining, trust, public goods, and risk-preference elicitation. It was …

aware of the behavioral difference: they trust ex-soldiers more because they expect them to be more trustworthy. Last, we …