Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

Trust‐building strategies in inter‐organizational negotiations

Trust‐building strategies in inter‐organizational negotiations One challenge for multinational organizations is to manage inter‐organizational relationships with customers, collaborators, competitors, governments and other important stakeholder organizations. Negotiations can be seen as a process to manage interdependence and conflicts of interests between parties. As a result, negotiation analysis and theory provide a useful framework to analyze dynamics of relationship‐ and trust‐building and hence are increasingly important for the understanding of inter‐organizational relationships. This paper explores the set of strategies managers can implement in negotiations to establish relationships based on mutual understanding and trust in order to reach satisfactory agreements and manage inter‐organizational dependencies and its associated threats. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Managerial Psychology Emerald Publishing

Trust‐building strategies in inter‐organizational negotiations

Journal of Managerial Psychology , Volume 19 (6): 21 – Sep 1, 2004

Loading next page...
 
/lp/emerald-publishing/trust-building-strategies-in-inter-organizational-negotiations-llp06L2qKB
Publisher
Emerald Publishing
Copyright
Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
ISSN
0268-3946
DOI
10.1108/02683940410551534
Publisher site
See Article on Publisher Site

Abstract

One challenge for multinational organizations is to manage inter‐organizational relationships with customers, collaborators, competitors, governments and other important stakeholder organizations. Negotiations can be seen as a process to manage interdependence and conflicts of interests between parties. As a result, negotiation analysis and theory provide a useful framework to analyze dynamics of relationship‐ and trust‐building and hence are increasingly important for the understanding of inter‐organizational relationships. This paper explores the set of strategies managers can implement in negotiations to establish relationships based on mutual understanding and trust in order to reach satisfactory agreements and manage inter‐organizational dependencies and its associated threats.

Journal

Journal of Managerial PsychologyEmerald Publishing

Published: Sep 1, 2004

Keywords: Negotiating; Organizational behaviour; Trust; Interface management; Strategic planning

References