Can negotiations occur without trust

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The nature of negotiation and its process constitutes a number of various factors that leads to an effective or ineffective process and outcome. One of the primary purposes of a negotiation is to come an agreement with another party by exchanging offers and to find solutions to a common issue, “whenever we cannot achieve our objectives single-heartedly” (Thompson, 2009). Some believe that in order to conduct a negotiation, trust is an utmost important factor as negotiators depend on the information provided by the other party, on the outcomes to which the parties commit throughout the negotiation process, and on the other party to deliver the commitments (Lewicki, Polin, 2013). This essay aims to discuss whether trust is a precondition…show more content…
Without trust, both parties will not seek to understand each other, and end up being fixated on their positions due to their own interests. This prevents both parties to successfully negotiate on the issue. In order to negotiate, trust is important in order to avoid retaliation due to a conflict of views and ideas. Without trust, every solution and idea will be met with suspicion and skepticism. This lack of trust not only inhibits cooperation and successful negotiation, it may also result in retaliation that causes the escalation of conflict (Coleman, et al., 2000). In addition, according to (Kramer, 1994), this may even result in paranoid cognitions in which one may feel that he or she is subject to the other party’s malevolence. These perceptions may then drive him or her to the point of hyper vigilance and rumination, resulting in a faulty diagnosis of the result of working with the other party (Lewicki, 2006). As such, conflicts would then arise, as the negotiator would increasingly focus on his or her position, and end up reluctant to come into agreement. The negotiation will then come to an impasse as both sides end up using their negative perceptions to retaliate each other, causing the conflict to escalate beyond control. As explained above, trust seems to be indispensible in order to negotiate. However, according to a
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