Learning Engagement #4

TOPIC:

First, read the article "Advancing the scientific understanding of trust and culture in negotiations"

After that, as an MBA/MSSL student, give your opinion about your belief in the content described in the coursebook for the dynamics of trust:

How to design different culture-based cognitive maps in different organizational and individual contexts? What points of national/religious/ethnic/racial/geographical culture involved in the organization and the style of management and leadership were taken into account when designing the conflict plans?

PROFESSOR'S GUIDANCE FOR THIS WEEK'S LE:

Trust plays a crucial role throughout the entire negotiation process, and culture adds more complexity to the meaning, functions, and dynamics of trust in negotiations. We take a modest step to provide some insights on trust and culture in the context of negotiations and envision what opportunities are ahead of us in this area. Specifically, we provide acognitive map based on the collective wisdom in the extant negotiation literature and focus on raising important questions about six key culture-related issues that warrant future research: (a) the meaning of trust, (b)the effects of trust, (c) trust development, (d) trust and distrust, (e) trust repair, and (f) trust in virtual negotiations

Abstract

Trust plays a crucial role throughout the entire negotiation process, and culture adds more complexity to the meaning, functions, and dynamics of trust in negotiations. We take a modest step to provide some insights on trust and culture in the context of negotiations and envision what opportunities are ahead of us in this area. Specifically, we provide a cognitive map based on the collective wisdom in the extant negotiation literature and focus on raising important questions about six key culturerelated issues that warrant future research: (a) the meaning of trust, (b) the effects of trust, (c) trust development, (d) trust and distrust, (e) trust repair, and (f) trust in virtual negotiations.

Six Key Issues about Trust and Culture in Negotiations

The Meaning of Trust

The Effects of Trust

Trust Development

Trust and Distrust

Trust Repair

Trust in Virtual Negotiations

Conclusion We are living in an increasingly connected world, and we are witnessing and encountering cultural misunderstanding, prejudice, and/or animosity. Trust has never been more important to help us successfully negotiate deals, resolve conflicts, and create value within and across cultures. There are many unanswered questions regarding the meaning of trust, the effects of trust, trust development, trust and distrust, trust repair, and trust in virtual negotiations. We have proposed these six key issues in this article and, for each of them, formulated a number of questions that constitute promising directions for future research. We urge negotiation researchers to commence or continue their work regarding trust and culture, and hope that the insights and ideas offered in this article will inspire such work.