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Searching for trustworthiness: culture, trust and negotiating new business relationships
International Journal of Conflict Management ( IF 2.551 ) Pub Date : 2019-08-12 , DOI: 10.1108/ijcma-05-2019-0085
Jeanne M. Brett , Tyree Mitchell

This study aims to address three important but under-researched questions in the trust and negotiation literature: What do negotiators do to determine the trustworthiness of a potential business partner? What trust criteria motivate their search and help them interpret the information their search reveals? Whether there are systematic cultural differences in search and criteria, and if different, why?,This study used qualitative methodology. The data are from interviews with 82 managers from 33 different national cultures in four regions of the world identified by cultural levels of trust in negotiation and tightness-looseness. Interviews focused on how negotiators determined the trustworthiness of potential business partners in intracultural negotiations.,Analyses revealed four search activities negotiators use to gather information about a potential business partner: due diligence, brokerage, good will building and testing; and five criteria for determining the trustworthiness of a new business partner: respect, mutual values, competence, openness and professionalism. Quotes illustrate how these search activities and criteria manifest in different cultures.,This study used multiple cases to build a longitudinal picture of the process. It did not follow a single case in depth. The study focused on identifying cultural central tendencies at the same time recognizing that there is always variability within a culture.,Knowing what is culturally normative allows negotiators to anticipate, interpret and respect their counterpart’s behavior. Such knowledge should facilitate trust development.,This study provides an in-depth understanding of cultural similarities and differences in the process of trust development in negotiating new business relationships.

中文翻译:

寻求诚信:文化,信任和谈判新的业务关系

这项研究旨在解决信任和谈判文献中的三个重要但研究不足的问题:谈判者如何确定潜在业务合作伙伴的信任度?什么样的信任标准可以激励他们的搜索并帮助他们解释搜索所揭示的信息?在搜索和标准上是否存在系统的文化差异,如果不同,为什么?,本研究使用定性方法。数据来自对来自世界四个地区33种不同民族文化的82位经理的采访,这些受访者通过对协商的信任程度和紧密度和松散度来确定。访谈的重点是谈判者如何确定文化间谈判中潜在商业伙伴的信任度。分析发现,谈判人员使用四种搜索活动来收集有关潜在业务合作伙伴的信息:尽职调查,经纪业务,善意建立和测试;确定新业务合作伙伴可信赖性的五个标准:尊重,共同价值观,能力,开放性和专业性。引号说明了这些搜索活动和条件如何在不同的文化中体现。本研究使用多个案例来构建该过程的纵向图片。它没有深入探讨单个案例。该研究的重点是在识别文化中心趋势的同时,认识到一种文化中总是存在变异性的。了解什么是文化规范性,使谈判者可以预期,解释和尊重对方的行为。这些知识应有助于建立信任。
更新日期:2019-08-12
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