Resolving the empty core: trust as a determinant of outcomes in three-party negotiations

SOCIAL CAPITAL AND VALUE CREATION: THE ROLE OF INTRAFIRM NETWORKS.

W.C. Tsai, Sumantra Ghoshal · Academy of Management Journal · 1998 · 5.6K citations

Management, International Business, Organization Studies +16

Initial Trust Formation in New Organizational Relationships

D. Harrison McKnight, L. L. Cummings, Norman L. Chervany · Academy of Management Review · 1998 · 3.1K citations

Social Sciences, Organization Studies, Organizational Behavior +12

The Art and Science of Negotiation.

John D. Hey, Howard Raiffa · Economica · 1984 · 2.5K citations

Management, Conflict Studies, Contract Law +16

Price, Authority, and Trust: From Ideal Types to Plural Forms

Jeffrey L. Bradach, Robert G. Eccles · Annual Review of Sociology · 1989 · 2K citations

Management, Business Economics, Industrial Organization +5

The Experience and Evolution of Trust: Implications for Cooperation and Teamwork

Gareth R. Jones, Jennifer M. George · Academy of Management Review · 1998 · 1.8K citations

Management, Psychology, Social Psychology +10