Collaborative or Principled Negotiation
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This paper examines several articles to find the underpinnings of trust that each applies to the concept of principled negotiation and then sums up the findings with a conclusion that describes why trust is important in such negotiations.
From the Paper:"Principled negotiation is, if anything, a collaborative activity based upon trust. The four authors make clear that principled negotiation takes place in terms of a collaborative partnership among the parties and that trust is the critical factor that makes principled negotiation work. According to Macoby, "Profitable partnering relationships between companies are cemented by building trust not by contracts, trust is the single most important ingredient in making ventures work." Fukuyama expresses the importance of trust as a function of social capital..."
Cite this Article Review:
Collaborative or Principled Negotiation (2008, December 01) Retrieved April 06, 2020, from https://www.academon.com/article-review/collaborative-or-principled-negotiation-124307/
"Collaborative or Principled Negotiation" 01 December 2008. Web. 06 April. 2020. <https://www.academon.com/article-review/collaborative-or-principled-negotiation-124307/>