Publication Type
Book Chapter
Version
acceptedVersion
Publication Date
1-2011
Abstract
The following sections are included in this chapter: What is Trust and How is it Manifested in Negotiations?; What Makes a Negotiation Party Trustworthy?; Ability; Integrity; Benevolence; Perceived ability, integrity, and benevolence in combination; How Can I Gain Others' Trust?; How Can I Assess Another's Trustworthiness?; Repairing Trust After a Violation.
Keywords
Trust, negotiation, benevolence
Discipline
Organizational Behavior and Theory
Research Areas
Organisational Behaviour and Human Resources
Publication
Negotiation Excellence: Successful Deal Making
Editor
Michael Benoliel
First Page
101
Last Page
116
ISBN
9789814343169
Identifier
10.1142/9789814343176_0006
Publisher
World Scientific
City or Country
Singapore
Citation
FERRIN, Donald L.; KONG, Dejun Tony; and DIRKS, Kurt T..
Trust Building, Diagnosis, and Repair in the Context of Negotiation. (2011). Negotiation Excellence: Successful Deal Making. 101-116.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/3106
Copyright Owner and License
Authors
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://doi.org/10.1142/9789814343176_0006