Saudi Journal of Business and Management Studies (SJBMS)
Volume-3 | Issue-11 | 1228-1234
Original Research Article
Theoretical Approaches on Trust in Business Negotiations
Murillo de Oliveira Dias
Published : Nov. 30, 2018
Abstract
The present article investigated the previous body of research on trust in business negotiation, providing an extensive literature review on the subject. This study is helpful to students, practitioners, academics, managers, business negotiators, mediators, and other professionals in general, stimulating the reflection on their social and workplace business negotiation behaviors, as well as deepen the underlying process of self-awareness and thus provide an opportunity self-learning, behavior changes, and development, on business negotiations trust matter. This article investigated the following theoretical approaches: (a) Behavioral; (b) Psychological approach, encompassing: (b.1) unidimensional; (b.2) two-dimensional, and (b.3) transformational approaches, as well as the fundamental supportive theories to trust regarding the business negotiation process. This literature review is part of my doctoral thesis and aims at providing consolidated information on the subject Trust in Negotiation for academics, practitioners, and students in general, as well as presenting the newly theoretical academic contribution, the transformational Compelled-Based Trust Approach. Discussion and future research recommendations complete the present work