Edited by Reinhard Bachmann and Akbar Zaheer
The purpose of this chapter is to examine the role of trust in the negotiation process. While there have been thousands of studies on the nature of negotiation and factors that contribute to its effectiveness or ineffectiveness, only a remarkably small handful of studies have actually examined the role of trust. This chapter will attempt to serve three objectives. First, we will develop the case for the importance of trust in negotiation – the rationale for what trust contributes to an effective negotiation or how distrust detracts from an effective negotiation. Second, we will examine what the research literature has shown about the importance of trust –taken both as an independent and dependent variable – in the negotiation process. That is, we will show how trust contributes to an effective negotiation, and how types of negotiation can contribute to, or detract from, trust. In doing so, we will identify several gaps and challenges in the research literature on the trust–negotiation relationship, and also offer insight on ways that damaged trust can be repaired. Finally, we will highlight some of the research that remains to be done in order to underscore the critical role that trust plays in the negotiation give-and-take.
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