Trust Affecting on Negotiation Styles
Yu-Te, Tu

Abstract
International buyers and sellers have to build a strong relationship based on numerous factors including trust and reliability. Many researchers had linked between negotiation strategy and trust. In general, trust varies by culture but it is not clear whether or not trust varies by culture in particular situations, such as negotiations. A quantitative, exploratory and explanatory study was conducted to assess the relationships between trust and negotiation styles. AMOS software was used to test both the measurement and the structural models that related to the research hypotheses. The result shown trust is a significant factor affecting negotiation styles, and the group of low trust prefers different negotiation styles from the group of high trust. Future study could use a different design to examine other factors posited by the theories, such as ethics, gender, work experience and education, to explore other antecedents on negotiation, and should be conducted in other participants or different regions.

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