In Global Negotiations, It's All About Trust

Gunia, B and Brett, J and Nandkeolyar, A K (2012) In Global Negotiations, It's All About Trust. Harvard Business Review.

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Abstract

It’s no secret that negotiations are more fruitful when parties freely share information about their interests and goals. But that requires trust, which may be in short supply at the bargaining table. This appears to be true especially in Asian countries, including India and Japan, and in negotiations involving parties from different cultures.

ISB Creators:
ISB CreatorsORCiD
Nandkeolyar, A KUNSPECIFIED
Item Type: Article
Subjects: Business and Management
Depositing User: LRC ISB
Date Deposited: 30 Oct 2014 05:27
Last Modified: 20 Jan 2015 17:38
URI: http://eprints.exchange.isb.edu/id/eprint/67
Publisher URL: http://hbr.org/2012/12/in-global-negotiations-its-...
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