Article citationsMore>>

Lewicki, R. J., & Hanke, R. (2012). Once Fooled, Shame on You! Twice Fooled, Shame on Me! What Deception Does to Deceivers and Victims: Implications for Negotiators in Situations Where Ethicality Is Unclear. In B. Goldman, & D. Shapiro (Eds.), The Psychology of Negotiations for the 21st Century (pp. 211-244). Routledge Press.

has been cited by the following article:

• TITLE: The Seven Forces That Shape Trust in Virtual Negotiation: A Qualitative Study

  AUTHORS: Michael Santos, Murillo Dias

  KEYWORDS: Trust, Virtual Business Negotiations, Online, Brazil

  JOURNAL NAME: Open Journal of Business and Management, Vol.12 No.4, June 17, 2024

  ABSTRACT: This study examines trust in firms and explores strategies to enhance virtual negotiations. The focus is not just on crises but also on reducing time and expenses associated with travel and in-person meetings. We examined the factors influencing trust in online business-to-business (B2B) negotiations. It focused on complex negotiating situations, involving n = 35 qualitative interviews with experts from 17 distinct business sectors. Research indicates that the mode of communication (synchronous, asynchronous, visual or non-visual), the frequency and convenience of communication, the analysis of behavior (honesty, loyalty, objectivity, dress code, anchoring), and the technology employed influence the perception of trust during virtual negotiations. Hence, we provide a novel framework incorporating the many aspects that influence trust in online negotiation. We refer to this concept as “The Seven Forces that Shape Trust in Virtual Business Negotiations.”