Interpersonal trust within negotiations: : Meta-analytic evidence, critical contingencies, and directions for future research.

234 citations recorded by the source corpus.

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

An Empirical Study on the Organizational Trust, Employee-Organization Relationship and Innovative Behavior from the Integrated Perspective of Social Exchange and Organizational Sustainability (2018, background): “It can promote individual friendships [1], create favorable bargaining and negotiation situations [2,3], and reduce transaction costs between individuals [4,5].”
The relationship between cultural values, cultural intelligence and negotiation styles (2019, unknown): “…found to swing between cooperation and competition and even do so during the same negotiation (Olekalns & Smith, 2003) because they often have mixed motives (Kong, Dirks, & Ferrin, 2014), despite their general tendency toward either end of the self/other concern continuum (De Dreu & Boles, 1998).”