You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services

Trust in the context of e-negotiation is a multifaceted cognition about various trustees, including the e-negotiation website, the e-negotiation service provider, the other negotiator, and the neutral third party (if it exists). This set of trust cognitions is important because it can facilitate the...

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Bibliographic Details
Published in:Group decision and negotiation 2008-03, Vol.17 (2), p.141-155
Main Authors: Turel, Ofir, Yuan, Yufei
Format: Article
Language:English
Subjects:
Bargaining
Behavior
Biological and Physical Anthropology
Business and Management
Cognition & reasoning
Dance
Decision making
Decision support systems
Groups
Information systems
Internet
Investigations
Mediators
Negotiations
Studies
Technology
Technology adoption
Trust
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Summary:Trust in the context of e-negotiation is a multifaceted cognition about various trustees, including the e-negotiation website, the e-negotiation service provider, the other negotiator, and the neutral third party (if it exists). This set of trust cognitions is important because it can facilitate the adoption of e-negotiation services. As such, this manuscript presents a review of relevant trust-related literature streams, and integrates them into two models: (1) trust relations in e-negotiations, and (2) potential effects of trust assessments on the adoption of e-negotiation services. The trust relations model identifies and distinguishes between various facets of trust that are relevant in e-negotiations. This model facilitates a clear conceptualization and communication of trust issues in e-negotiation research. The trust effects model conceptualizes the roles of the different trust facets in predicting e-negotiation adoption behavior. Overall, these theory-based models advance the field and can serve as the basis for future investigations of trust in e-negotiations.
ISSN:0926-2644
1572-9907
DOI:10.1007/s10726-007-9079-5