Trust-Building in E-Negotiation

COMPUTER-MEDIATED RELATIONSHIPS AND TRUST MANAGERIAL AND ORGANIZATIONAL EFFECTS, L. Brennan & V. Johnson, eds., Hershey, PA: Information Science Publishing, 2007

22 Pages Posted: 9 Dec 2010 Last revised: 10 Aug 2014

See all articles by Noam Ebner

Noam Ebner

Creighton University Graduate School - Department of Interdisciplinary Studies

Date Written: 2007

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.

Keywords: negotiation, trust, online, communication, Ebner, e-negotiation, e-communication

Suggested Citation

Ebner, Noam, Trust-Building in E-Negotiation (2007). COMPUTER-MEDIATED RELATIONSHIPS AND TRUST MANAGERIAL AND ORGANIZATIONAL EFFECTS, L. Brennan & V. Johnson, eds., Hershey, PA: Information Science Publishing, 2007. Available at SSRN: https://ssrn.com/abstract=1722065

Noam Ebner (Contact Author)

Creighton University Graduate School - Department of Interdisciplinary Studies ( email )

2500 California Plaza
Omaha, NE 68178
United States

Register to save articles to
your library

Register

Paper statistics

Downloads
639
Abstract Views
2,176
rank
40,690
PlumX Metrics