摘要：This paper discusses trust as a foundation for integrative negotiations, where strategy and information sharingplay a critical role. In the increasingly global and interconnected economy, negotiation processes became a vital part in thepolitical, social, economic and particularly business spheres, and have evolved over time. Building integrative negotiationsrelies on trust among the parties, affecting the process of information and knowledge sharing during the negotiationmeetings. By presenting empirical findings, the purpose of the paper is to provide theoretical views and insights for furtherresearch, and practical implications for negotiators and professionals in general. Trust has emerged as an increasinglyimportant intangible and intellectual relational asset in and between organizations, developed and sustained in interactionbetween people. Trust forms a foundation for collaboration and co-operation in and between organizations. The researchquestions are: i) what role does trust/distrust play in integrative negotiations; ii) how trust/distrust manifest during thenegotiation meetings; iii) how trust and negotiation strategy affect information sharing in integrative negotiations.Empirical findings are presented based on qualitative data from two cross-cultural case studies related to negotiationprocesses in different contexts - international trade at the governmental level, and contract negotiation within a privateenterprise – implying four countries in Latin America, Asia and Europe.
