Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining

• Main Authors: KONG, Dejun Tony, LOUNT, Robert B., OLEKALNSC, Mara, FERRIN, Donald L.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2017
• Subjects: Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5258; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6257/viewcontent/AdvancingScientificUnderstandingTrust_NegotiationsRepeated_2017.pdf
• Institution: Singapore Management University

More than half a century ago, Deutsch (1949, 1958) recognised the critical role that trust plays in negotiations and related forms of social interactions. Despite this very early recognition, and rapidly expanding research on trust in several fields, only in recent decades have negotiation researchers begun a systematic exploration of trust in the contexts of negotiations and repeated bargaining. In the last two decades, researchers have increasingly focused their attention on the role of trust in negotiations.