Applying a trust lens to the study of international strategic alliance negotiations
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Authors
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Publication date
2019
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01A - Journal article
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Parent work
European Journal of International Management
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Volume
13
Issue / Number
5
Pages / Duration
596-611
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Publisher / Publishing institution
Inderscience
Place of publication / Event location
Geneva
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Abstract
This paper considers the value of applying a trust lens to the study of international strategic alliance negotiations. This paper considers that, in the context of international strategic alliances, negotiation is not limited to the process of reaching an initial agreement, but also includes the implementation and joint value creation phases. In a context where neither party has the power to enforce values on the other, the process of negotiating values and managing expectations brings the structures of the working relationship into sharp focus illuminating the ongoing process whereby agreed or accepted behavioural values emerge and begin to underpin the collaborative endeavour. Following a brief cultural diversion to show how the trust lens can illuminate the development of alliance culture, the paper provides an overview of key recent literature on the conception of trust and trust development before returning to a discussion of trust and negotiation and especially of the strategic alliances.
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ISBN
ISSN
1751-6765
1751-6757
1751-6757
Language
English
Created during FHNW affiliation
Yes
Strategic action fields FHNW
Publication status
Published
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Peer review of the complete publication
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Closed
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Citation
Jeive, M. (2019). Applying a trust lens to the study of international strategic alliance negotiations. European Journal of International Management, 13(5), 596–611. https://doi.org/10.1504/ejim.2019.10017732