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1 Kozina Andrzej

1 2024

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Trust-based negotiations

Kozina Andrzej

Zeszyty Naukowe. Organizacja i Zarządzanie / Politechnika Śląska

2024

z. 202

269--285

Purpose: one of the key factors determining conducting negotiation processes is the trust of their participants, which enables achieving greater operational efficiency. An important and promising objective of the paper is to present the author's concept of describing and analyzing the impact of trust on these processes. Design/methodology/approach: the paper is of a theoretical nature, i.e. it contains an original concept of describing negotiation processes based on trust. An original approach was adopted to identify key aspects of the interpretation of these processes. It was assumed that trust may affect them in two forms, i.e. strengths - positive and weaknesses - not necessarily negative. Findings: developing an original, comprehensive concept of negotiations based on trust. A precise and comprehensive characterization of both forms of the influence of trust on negotiation processes is presented in the context of eight key aspects of the interpretation of these processes. Practical implications: the presented concept enables comprehensive identification and analysis of trust-based negotiation processes and their effective implementation. It is precise and insightful, as well as universal, i.e. it can be used to assess and implement a wide variety of practical negotiation situations. Originality/value: unlike many other works on trust-based negotiation processes, which concern fragmentary and selective problems related to these processes, the concept of their description and analysis presented in the paper is of a synthetic and complex nature.