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