Abstract
The relationships between the negotiating parties play a major role in negotiation outcomes (45). Who you know and how you know them can have a huge influence on the quality of the final negotiated outcome. An important feature which characterizes relationships is the extent to which the relational partners trust each other. The professional and popular literature portrays trust as the social glue which makes our relationships with others possible — and workable. It is also the oil which lubricates the financial system and the magic remedy that can keep partners together, even when everything else seems to be collapsing around them. In short, trust facilitates both effective and productive relationships (79).
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Author information
Authors and Affiliations
Copyright information
© 2012 David De Cremer and Madan M. Pillutla
About this chapter
Cite this chapter
De Cremer, D., Pillutla, M.M. (2012). Trust and Distrust. In: Making Negotiations Predictable. Palgrave Macmillan, London. https://doi.org/10.1057/9781137024794_6
Download citation
DOI: https://doi.org/10.1057/9781137024794_6
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-43865-5
Online ISBN: 978-1-137-02479-4
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)