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Trust and negotiation tactics: perceptions about business‐to‐business negotiations in Mexico

Mohammad Elahee (Assistant Professor, Department of International Business, Quinnipiac University, Hamden, Connecticut, USA)
Charles M. Brooks (Associate Professor and Chair, Department of Marketing and Advertising, Quinnipiac University, Hamden, Connecticut, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 October 2004

Abstract

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.

Keywords

Citation

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

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited