Trust plays a significant role in business peoples’ choices of negotiating tactics. This study compares the use of generally accepted negotiating tactics with dubious ones. Findings from a sample of Mexican business people indicate that the type of negotiation (intra‐cultural vs cross‐cultural) is predictive of the level of trust that a negotiator will place in an opponent and of the likelihood of using various negotiation tactics.
Elahee, M. and Brooks, C.M. (2004), "Trust and negotiation tactics: perceptions about business‐to‐business negotiations in Mexico", Journal of Business & Industrial Marketing, Vol. 19 No. 6, pp. 397-404. https://doi.org/10.1108/08858620410556336
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