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

摘要

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.