Role of Trust in Integrative Negotiations

Abstract

This paper discusses trust as a foundation for integrative negotiations, where strategy and information sharing play a critical role. In the increasingly global and interconnected economy, negotiation processes became a vital part in the political, social, economic and particularly business spheres, and have evolved over time. Building integrative negotiations relies on trust among the parties, affecting the process of information and knowledge sharing during the negotiation meetings. By presenting empirical findings, the purpose of the paper is to provide theoretical views and insights for further research, and practical implications for negotiators and professionals in general. Trust has emerged as an increasingly important intangible and intellectual relational asset in and between organizations, developed and sustained in interaction between people. Trust forms a foundation for collaboration and co‑operation in and between organizations. The research questions are: i) what role does trust/distrust play in integrative negotiations; ii) how trust/distrust manifest during the negotiation meetings; iii) how trust and negotiation strategy affect information sharing in integrative negotiations. Empirical findings are presented based on qualitative data from two cross‑cultural case studies related to negotiation processes in different contexts ‑ international trade at the governmental level, and contract negotiation within a private enterprise – implying four countries in Latin America, Asia and Europe.