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Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining

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  • Dejun Tony Kong
  • Robert B. Lount
  • Mara Olekalns
  • Donald L. Ferrin

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Suggested Citation

  • Dejun Tony Kong & Robert B. Lount & Mara Olekalns & Donald L. Ferrin, 2017. "Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 15-21, January.
    • Handle: RePEc:taf:jtrust:v:7:y:2017:i:1:p:15-21
    DOI: 10.1080/21515581.2017.1289100
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    References listed on IDEAS

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    1. Corinne Bendersky & Kathleen L. McGinn, 2010. "Perspective---Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination," Organization Science, INFORMS, vol. 21(3), pages 781-797, June.
    2. Schweitzer, Maurice E. & Hershey, John C. & Bradlow, Eric T., 2006. "Promises and lies: Restoring violated trust," Organizational Behavior and Human Decision Processes, Elsevier, vol. 101(1), pages 1-19, September.
    3. Mara Olekalns & Philip Smith, 2007. "Loose with the Truth: Predicting Deception in Negotiation," Journal of Business Ethics, Springer, vol. 76(2), pages 225-238, December.
    4. Morton Deutsch, 1958. "Trust and suspicion," Journal of Conflict Resolution, Peace Science Society (International), vol. 2(4), pages 265-279, December.
    5. William P. Bottom & Kevin Gibson & Steven E. Daniels & J. Keith Murnighan, 2002. "When Talk Is Not Cheap: Substantive Penance and Expressions of Intent in Rebuilding Cooperation," Organization Science, INFORMS, vol. 13(5), pages 497-513, October.
    6. Ferrin, Donald L. & Bligh, Michelle C. & Kohles, Jeffrey C., 2008. "It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 161-178, November.
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    Cited by:

    1. Swaab, Roderick I. & Lount, Robert B. & Chung, Seunghoo & Brett, Jeanne M., 2021. "Setting the stage for negotiations: How superordinate goal dialogues promote trust and joint gain in negotiations between teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 157-169.
    2. Dominik Sondern & Guido Hertel, 2019. "Does Paying Back Pay Off? Effects of Reciprocity and Economic Outcomes on Trust Emergence in Negotiations," Group Decision and Negotiation, Springer, vol. 28(6), pages 1053-1076, December.
    3. Daniel Druckman & Fieke Harinck, 2022. "Trust Matters in Negotiation," Group Decision and Negotiation, Springer, vol. 31(6), pages 1179-1202, December.
    4. Nicole Gillespie, 2017. "Trust dynamics and repair: An interview with Roy Lewicki," Journal of Trust Research, Taylor & Francis Journals, vol. 7(2), pages 204-219, July.

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