Developing Trust in Negotiation

Abstract

Trust appears to be central in the development of effective workplace and negotiating relationships. However, much of the discussion presumes an understanding of what “trust” is. Seeks to examine the nature of trust and suggests that it relates to risk and the expectations of interacting parties. The means by which trust is established through negotiation, as part of the process of reaching agreement, are explored.

Citation

Fells, R.E. (1993), "Developing Trust in Negotiation", Employee Relations, Vol. 15 No. 1, pp. 33-45. https://doi.org/10.1108/01425459310024910