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, 90 (12). p. 26. ISSN 0017-8012

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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.

Item Type: Article
Subjects: Business and Management
Date Deposited: 30 Oct 2014 05:27
Last Modified: 11 Jul 2023 19:55

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