Boarding the Aircraft: Trust Development Amongst Negotiators of a Complex Merger

Michel W. Lander; Linda Kooning

doi:10.1111/j.1467-6486.2012.01084.x

Boarding the Aircraft: Trust Development Amongst Negotiators of a Complex Merger

Michel W. Lander^*
, Linda Kooning

^*Corresponding author for this work

HEC School of Management

Research output: Contribution to journal › Article › Academic › peer-review

38 Citations (Scopus)

Abstract

We explore trust development in the context of an international merger negotiation. Based on in-depth interviews with chief negotiators of the Air France-KLM merger, we contribute to existing theory by showing that trust develops in three interrelated domains: personal, process, and outcome. Progressively, trust develops in all domains on the basis of antecedents that differ between phases and domains. Distinguishing between different domains facilitates analysis of trust asymmetry and the coexistence of trust and distrust, as well as the influence of trust in interorganizational relationships.

Original language	English
Pages (from-to)	1-30
Number of pages	30
Journal	Journal of Management Studies
Volume	50
Issue number	1
DOIs	https://doi.org/10.1111/j.1467-6486.2012.01084.x
Publication status	Published - Jan 2013
Externally published	Yes

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10.1111/j.1467-6486.2012.01084.x

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Boarding the Aircraft: Trust Development Amongst Negotiators of a Complex Merger

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