Similar Search Results

Paying a Price : Culture, Trust, and Negotiation Consequences

Gunia, Brian; Brett, Jeanne M.; Nandkeolyar, Amit; … - 2011

Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their...

Persistent link: https://www.econbiz.de/10014043110

Trust me, I'm a negotiator : diagnosing trust to negotiate effectively, globally

Gunia, Brian C.; Brett, Jeanne M.; Nandkeolyar, Amit K. - In: Organizational dynamics : a quarterly review of … 43 (2014) 1, pp. 27-36

Persistent link: https://www.econbiz.de/10010359913

Culture and negotiation strategy : a framework for future research

Brett, Jeanne M.; Gunia, Brian C.; Teucher, Brosh M. - In: Academy of Management perspectives : AMP 31 (2017) 4, pp. 288-308

Persistent link: https://www.econbiz.de/10011865463

Understanding trust development in negotiations : an interdependent approach

Yao, Jingjing; Zhang, Zhi-Xue; Brett, Jeanne M. - In: Journal of organizational behavior : OB ; the internat. … 38 (2017) 5, pp. 712-729

Persistent link: https://www.econbiz.de/10011700650

Understanding the trust deficit in China : mapping positive experience and trust in strangers

Yao, Jingjing; Zhang, Zhi-Xue; Brett, Jeanne M.; … - In: Organizational behavior and human decision processes : … 143 (2017), pp. 85-97

Persistent link: https://www.econbiz.de/10011791578

Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done

Yao, Jingjing; Brett, Jeanne M.; Zhang, Zhi-Xue; … - In: Organizational behavior and human decision processes : … 162 (2021), pp. 9-23

Persistent link: https://www.econbiz.de/10012495450

Searching for trust in the global economy

Brett, Jeanne M.; Mitchell, Tyree D. - 2022

"Trust is the foundation for strong working relationships, but the way people from different cultures search for and decide to trust varies. Searching for Trust in the Global Economy describes these cultural differences from the perspective of 82 managers from 33 different national cultures in...

Persistent link: https://www.econbiz.de/10012813471

Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams

Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169

Persistent link: https://www.econbiz.de/10013258801