Journal of Management Policies and Practices

Trust Building Problems in Business Negotiations and Business Meetings: Interference, Stereotypes, Trust Substitutes
Kęstutis Peleckis, Valentina Peleckienė, Kęstutis Peleckis

Abstract
The article deals with the problems of confidence building in business negotiations and business meetings. It analyzes the confidence interference, stereotypes and substitutes. At the beginning of business negotiations and business meetings interlocutors are trying to decipher and understand their opponents, seeing to each other under the external image. Impressions that arise in monitoring the appearance of the interlocutor, is of great importance. First of all, it should be noted that negotiator knowing his opponent, improves himself, since he is improving his cognitive powers. On the other hand, cognitive accuracy, disclosure of internal essence of interlocutors, determines course and future results of the business meetings and business negotiations. When trying to understand the opponent or interlocutor opinion formed in advance has a very great influence. This determines how information will be accepted and interpreted. Confidence plays a positive impact on the relations in negotiating group of representative organization, on relations with other negotiating side. It liberates and mobilizes the actions of negotiator, encourages creative, innovative activity with other people, reduces uncertainty and risk, and increases possible options for action. Trust is necessary to feel that negotiating partner or interlocutor betray us, to tune working together and to plan it, to venture intentionally, to communicate securely.

Full Text: PDF     DOI: 10.15640/jmpp.v3n2a6