Trust Building in E-Negotiation

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Author(s): Noam Ebner (Sabanci University, Turkey and The United Nations’ University for Peace, Costa Rica)
Copyright: 2008
Pages: 19
Source title: Computer-Mediated Relationships and Trust: Managerial and Organizational Effects
Source Author(s)/Editor(s): Linda L. Brennan (Mercer University, USA)and Victoria E. Johnson (Georgia Gwinnett College, USA)
DOI: 10.4018/978-1-59904-495-8.ch010

Keywords: Computer-Mediated Communication / Information Science Reference / Media & Communications / Social Computing

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Abstract

As the global market expands and business and personal relationships are increasingly taking place online, it is common to conduct negotiation processes in the online venue. This chapter focuses on the challenges to inter-party trust in e-negotiation, and on means for overcoming these challenges. It explains the critical role trust plays in negotiation, and portrays the ways in which the communication medium through which a negotiation is conducted affects the dynamics of trust-building and trust-breaking. The author lists eight major obstacles to trust formation in e-negotiation and suggests methods not only for avoiding or defusing trust-breaking situations, but for engaging in proactive trust-building.

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