Understanding trust development in negotiations: An interdependent approach

What affects the way that trust develops in negotiations? In two studies, we used an actor–partner interdependence model to investigate how both negotiators’ trust propensity prior to the negotiation and two types of behavior during the negotiation affect negotiators’ trust development. Study 1 demo...

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Veröffentlicht in:	Journal of organizational behavior 2017-06, Vol.38 (5), p.712-729
Hauptverfasser:	YAO, JINGJING, ZHANG, ZHI-XUE, BRETT, JEANNE M.
Format:	Artikel
Sprache:	eng
Schlagworte:	actor–partner interdependence model Bank investment divisions Behavior Business administration Humanities and Social Sciences information sharing Interdependence Negotiation Negotiations Organizational behavior Organizational change Quality of service Research Article Social development Studies substantiation Trust trust development trust propensity
Online-Zugang:	Volltext
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