Trust Building, Diagnosis, and Repair in the Context of Negotiation
Publication Type
Book Chapter
Publication Date
11-2014
Abstract
In this chapter, the authors summarise the empirical research on trust and discuss how it can be put into practice to effectively diagnose, build and repair trust in the context of negotiations.
Discipline
Organizational Behavior and Theory
Research Areas
Organisational Behaviour and Human Resources
Publication
Negotiation Excellence: Successful Deal Making
Editor
Benoliel, Michael
First Page
101
Last Page
116
ISBN
9789814556941
Identifier
10.1142/9789814556958_0006
Publisher
World Scientific
City or Country
Hackensack, NJ
Citation
FERRIN, Donald Lee; KONG, Dejun Tony; and DIRKS, Kurt T..
Trust Building, Diagnosis, and Repair in the Context of Negotiation. (2014). Negotiation Excellence: Successful Deal Making. 101-116.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/4922
Additional URL
https://doi.org/10.1142/9789814556958_0006