TRUST IN NEGOTIATIONS AND PROBLEM SOLVING

H. DEAN SMITH

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DOI: 10.2190/UGWP-FWDN-VNW5-VFXG

Abstract

The article focuses on defining trust in the context of both formal negotiations and informal group problem solving. Ritual trust and intergroup trust are defined. The author suggests that a high level of ritual trust in negotiations reduces the level of intergroup trust necessary for group problem solving outside the negotiations process.

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