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How to negotiate successfully when trust is low?

01/19/2022

2 min

In this video, Jingjing Yao, Professor of Negotiation at IESEG, talks about a recent study on trust and negotiation. He explains how negotiators with low levels of trust are still able to reach win-win agreements, if they use the correct strategy.

Trust is an important factor in negotiations. When people trust each other, they share information directly about their needs, identify trade-offs and generally reach win-win agreements.

However, some people are less inclined to trust their counterparts. Research shows that these negotiators are nevertheless still able to reach win-win agreements, if they use the correct strategy.

More information is also available in the Organizational Behavior and Human Decision Processes journal.

Jingjing YAO is an expert in negotiation, conflict management, human resource management, and cross-cultural management. He obtained his Ph.D. in organization management, and his research mainly focuses on negotiation, trust, culture, and doing business in China. His research findings have been published in over 20 refereed journals, and some of his publications have been featured in media outlets.

He is a member of various academic associations (e.g., CNRS–LEM, AOM, IACM, and IACMR) and has been invited as the guest speaker by various institutions around the world. His teaching mainly focuses on helping students develop and maintain sustainable relationships with various stakeholders within and between organizations.