IDEAS home Printed from https://ideas.repec.org/a/brv/journl/v19y2021i3p218-232.html
   My bibliography  Save this article

Trust And International Business Negotiations

Author

Listed:
  • Sona Gullova

    (Prague University of Economics and Business)

Abstract

Trust is an integral part of every negotiation, it develops in the negotiation process between the negotiating parties and affects not only the negotiation process itself, but especially the final result. The importance of trust in achieving economic growth, synergy effects and in the effectiveness of cooperation is growing. This paper will try to analyze the role of trust in international trade negotiations and in international business. The paper aims to answer the following questions: What is trust and why is it an integral part of the negotiations? How are the processes of building trust, losing a regaining trust? How does culture affect the trust relationship between the negotiating parties and the negotiation process itself? The first part of the paper is devoted to trust in business, the next to trust and truth in international business negotiations.

Suggested Citation

  • Sona Gullova, 2021. "Trust And International Business Negotiations," Medzinarodne vztahy (Journal of International Relations), Ekonomická univerzita, Fakulta medzinárodných vzťahov, vol. 19(3), pages 218-232.
    • Handle: RePEc:brv:journl:v:19:y:2021:i:3:p:218-232
    as

    Download full text from publisher

    File URL: https://fmv.euba.sk/RePEc/brv/journl/MV2021-3.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Sven Heim, Bastian Krieger, and Mario Liebensteiner, 2020. "Unbundling, Regulation, and Pricing: Evidence from Electricity Distribution," The Energy Journal, International Association for Energy Economics, vol. 0(Special I).
    2. Dubois, Ute, 2009. "Adaptability of competitive electricity reforms a modular analysis," Energy Policy, Elsevier, vol. 37(4), pages 1213-1221, April.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Vitalii Stashuk, 2021. "Some Directions In The Interpretation Of Regionalization," Medzinarodne vztahy (Journal of International Relations), Ekonomická univerzita, Fakulta medzinárodných vzťahov, vol. 19(3), pages 264-274.
    2. Mariya Kuznetsova, 2021. "Electricity Generation Market Reform In Ukraine: Key Aspects," Medzinarodne vztahy (Journal of International Relations), Ekonomická univerzita, Fakulta medzinárodných vzťahov, vol. 19(3), pages 275-285.
    3. Yuliya Karpovich, 2021. "Sharing Economy And Russian Mentality: Contradictions And Prospects," Medzinarodne vztahy (Journal of International Relations), Ekonomická univerzita, Fakulta medzinárodných vzťahov, vol. 19(3), pages 233-242.
    4. Peter Jancovic, 2021. "Interregional Trade Relations Between The European Union – Latin America – The Caribbean And Their Structure," Medzinarodne vztahy (Journal of International Relations), Ekonomická univerzita, Fakulta medzinárodných vzťahov, vol. 19(3), pages 243-263.
    5. Schreiner, Lena & Madlener, Reinhard, 2022. "Investing in power grid infrastructure as a flexibility option: A DSGE assessment for Germany," Energy Economics, Elsevier, vol. 107(C).
    6. Sueyoshi, Toshiyuki & Goto, Mika & Shang, Jennifer, 2009. "Core business concentration vs. corporate diversification in the US electric utility industry: Synergy and deregulation effects," Energy Policy, Elsevier, vol. 37(11), pages 4583-4594, November.
    7. Daglish, Toby & de Bragança, Gabriel Godofredo Fiuza & Owen, Sally & Romano, Teresa, 2021. "Pricing effects of the electricity market reform in Brazil," Energy Economics, Elsevier, vol. 97(C).
    8. Mustafa Durakoglu, S., 2011. "Political institutions of electricity regulation: The case of Turkey," Energy Policy, Elsevier, vol. 39(9), pages 5578-5587, September.
    9. Pahle, Michael & Schaeffer, Roberto & Pachauri, Shonali & Eom, Jiyong & Awasthy, Aayushi & Chen, Wenying & Di Maria, Corrado & Jiang, Kejun & He, Chenmin & Portugal-Pereira, Joana & Safonov, George & , 2021. "The crucial role of complementarity, transparency and adaptability for designing energy policies for sustainable development," Energy Policy, Elsevier, vol. 159(C).
    10. Max Zhang & Xiaonan Yang, 2022. "The Regulatory Perspectives to China’s Emerging Hydrogen Economy: Characteristics, Challenges, and Solutions," Sustainability, MDPI, vol. 14(15), pages 1-20, August.

    More about this item

    Keywords

    trust; international business negotiations; international business;
    All these keywords.

    JEL classification:

    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:brv:journl:v:19:y:2021:i:3:p:218-232. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Mykhaylo Kunychka (email available below). General contact details of provider: https://edirc.repec.org/data/eubaask.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.