Relevant bibliographies by topics / Trust negotiation

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Trust negotiation'

Author: Grafiati
Published: 4 June 2021
Last updated: 21 February 2023

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Journal articles on the topic "Trust negotiation"

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Espinoza, Francisco A., and Norma E. Velasco. "Ethical Negotiations." International Journal of Responsible Leadership and Ethical Decision-Making 1, no. 1 (January 2019): 13–24. http://dx.doi.org/10.4018/ijrledm.2019010102.

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Negotiators assess the trust-worthiness of their counterparts in a variety of ways. One way is to define the integrity of a negotiation by how much buyers or sellers can be trusted: “Are they lying? Do they overpromise or under-deliver?” Despite this initial assessment, negotiators cannot accurately predict business outcomes, such as actual risks, quality or satisfaction with end products/services. Therefore, trust is a key element to facilitate the negotiation process in the early stages of deliberation. In this chapter, we will explore the application of ethical values as a trust-building formula to aid in international negotiations. Furthermore, we propose a role-based, trust-building, ethical approach tailored to the negotiator's needs. Only within an ethical framework, can trust become the cornerstone of a relationship that will genuinely service both negotiating parties and society.
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Maresch, Daniela, Ewald Aschauer, and Matthias Fink. "Competence trust, goodwill trust and negotiation power in auditor-client relationships." Accounting, Auditing & Accountability Journal 33, no. 2 (November 22, 2019): 335–55. http://dx.doi.org/10.1108/aaaj-02-2017-2865.

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Purpose The purpose of this paper is to investigate how competence trust (i.e. trust regarding the ability of the counterpart) and goodwill trust (i.e. trust regarding the benevolence and integrity of the counterpart) affect the probability that the auditor or the client stand up to the respective negotiation partner’s position in situations of disagreement in the auditing relationship. Design/methodology/approach Two experiments were conducted, one with 149 auditors and one with 116 chief financial officers (CFOs). Both auditors and CFOs had to indicate the likelihood that they stand up to the other party’s preferred position in a disagreement on the materiality of unrecorded liabilities. The data derived from these experiments were analyzed using hierarchical OLS. Findings The results indicate that both auditors and CFOs who take their respective negotiation partner in the audit for highly competent are less likely to stand up to them in situations of disagreement. Interestingly, goodwill trust appears to be irrelevant for the negotiation outcome. Practical implications The findings are highly relevant for regulators, because they inform about the crucial importance of competence trust for the auditing negotiation outcome and thus put the so-called “trust-threat” into perspective. Originality/value The study adds to the literature on the role of the context for auditor-client negotiations by exploring the role of two distinct forms of trust on the outcome of these negotiations.
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Scheffel, Tara-Lynn. "Who Am I? Who Are You? – Negotiating a Researcher Identity." Language and Literacy 13, no. 2 (September 1, 2011): 54. http://dx.doi.org/10.20360/g26k53.

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This article examines the process of negotiating a researcher identity with teachers and students during an ethnographic case study that explored literacy engagement in a grade two classroom. I consider the tensions presented and the negotiations undertaken during the study and conclude that the rhythm of negotiation is of critical importance to establishing trust in qualitative research.
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Grindsted, Anette. "Negociación y el manejo de riesgos." HERMES - Journal of Language and Communication in Business 21, no. 41 (August 28, 2017): 125. http://dx.doi.org/10.7146/hjlcb.v21i41.96817.

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The article defends the position that it is the construction of interpersonal relations that determines the zone of possible agreements in a negotiation rather than ‘economic’ considerations. It is assumed that negotiation is a communicative activity that implies risk and that to be able to initiate negotiations it is a precondition that a certain degree of trust has been established between the parties. Two different ways of conceptualizing trust are described, and two e-mail negotiations that give empirical support to these conceptualizations are analyzed. One reaches a dead-lock, the other does not.
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Lewicki, Roy J., and Maura A. Stevenson. "Trust Development in Negotiation." Business and Professional Ethics Journal 16, no. 1 (1997): 99–132. http://dx.doi.org/10.5840/bpej1997161/2/311.

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Fells, R. E. "Developing Trust in Negotiation." Employee Relations 15, no. 1 (January 1993): 33–45. http://dx.doi.org/10.1108/01425459310024910.

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Hess, Adam, Jason Holt, Jared Jacobson, and Kent E. Seamons. "Content-triggered trust negotiation." ACM Transactions on Information and System Security (TISSEC) 7, no. 3 (August 2004): 428–56. http://dx.doi.org/10.1145/1015040.1015044.

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Bachkirov, Alexandre A., and Salem AlAbri. "Islamic values and negotiator behavior." International Journal of Islamic and Middle Eastern Finance and Management 9, no. 3 (August 15, 2016): 333–45. http://dx.doi.org/10.1108/imefm-08-2015-0094.

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Purpose The purpose of this study is to examine whether and how the fundamental Islamic values of Arab Muslim business negotiators influence their views of the negotiation process and negotiation behavior. Design/methodology/approach The study is based on an interpretive qualitative approach. The data were obtained by semi-structured interviews. The participants were managers whose role entails negotiations as an essential component of their job. Findings For Arab Muslim negotiators, the use of knowledge is associated with a moral imperative of being truthful and using knowledge responsibly. The virtues of honesty, transparency, trust, integrity, fairness, peace, respect and concern for the counterpart’s negotiation outcomes emerged as important considerations for Arab Muslim negotiators. Research limitations/implications All the research participants were from an Arab Islamic country. Empirical data obtained from non-Arab Islamic respondents can provide further insights into how religious beliefs shape negotiation behavior of Muslim negotiators. Practical implications The international negotiation practitioners involved in cross-cultural negotiations in the Arabian Gulf should consider their counterpart’s behavioral patterns and expectations shaped by the Islamic faith. Appreciating what matters to an Arab Muslim negotiator will increase the probability of a positive negotiation experience and the likelihood of attaining negotiation goals. Originality/value The study contributes to the literature on innovative management practices by emphasizing the need to broaden the knowledge of a cultural perspective of management innovation. Innovative interventions in intercultural negotiations should include a consideration of the counterparts’ religious beliefs in both intra- and inter-firm bargaining situations.
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Krzywda, Joanna. "Remote Negotiations during the COVID-19 Pandemic and Its Impact on Interorganisational Relations of Small and Medium-Sized Enterprises." European Conference on Knowledge Management 23, no. 1 (August 25, 2022): 662–68. http://dx.doi.org/10.34190/eckm.23.1.455.

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Abstract: Theoretical considerations show that negotiation is a very important element of interorganisational relations. According to the relationship model by P. S. Ring and A. H. van de Ven (1994), which is still valid today, negotiation is, besides the formation of commitments and their implementation, one of the 3 stages in the formation of interorganisational relationships. Efforts at the negotiation stage are often necessary to provide participants with an opportunity to assess the uncertainty involved in the transaction, the nature and substance of each participant's roles, the trust that can be placed in the other party, the rights and responsibilities of the participants in the transaction and the possible efficiency and equality of outcomes. This paper will attempt to answer the question of how the pandemic has changed the way business negotiations and talks are conducted and what impact this has on business relationships. To this end, with reference to the aforementioned business relationship model, research questions were formulated, the core of which was to reveal how remote negotiations affect the trust in the relationship and how the fact that remote negotiations affects the dynamics of the relationship, compared to face2face negotiations. The answers to the questions posed in this way were obtained by conducting a survey of Polish managers who are involved in negotiation on a daily basis and who have shifted their activities to online platforms during the pandemic.
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Peng, Xin Guang, Yan Ru Feng, and Min Li. "Automated Trust Negotiation for Web Services." Applied Mechanics and Materials 55-57 (May 2011): 1085–90. http://dx.doi.org/10.4028/www.scientific.net/amm.55-57.1085.

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The application of Automated Trust Negotiation in web service needs to solve two problems. One is the protection of sensitive information, and the other is the determination of negotiation policy. In this paper, the Trust-Serv model is used to manage Automated Trust Negotiation, and explores the further solutions to the two problems above. The introduction of Trusted Computing provides security support for Automated Trust Negotiation.
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Dissertations / Theses on the topic "Trust negotiation"

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Morris, Cameron. "Browser-Based Trust Negotiation." Diss., CLICK HERE for online access, 2006. http://contentdm.lib.byu.edu/ETD/image/etd1238.pdf.

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Porter, Paul A. "Trust Negotiation for Open Database Access Control." Diss., CLICK HERE for online access, 2006. http://contentdm.lib.byu.edu/ETD/image/etd1311.pdf.

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Ramchurn, Sarvapali Dyanand. "Multi-agent negotiation using trust and persuasion." Thesis, University of Southampton, 2004. https://eprints.soton.ac.uk/260200/.

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In this thesis, we propose a panoply of tools and techniques to manage inter-agent dependencies in open, distributed multi-agent systems that have significant degrees of uncertainty. In particular, we focus on situations in which agents are involved in repeated interactions where they need to negotiate to resolve conflicts that may arise between them. To this end, we endow agents with decision making models that exploit the notion of trust and use persuasive techniques during the negotiation process to reduce the level of uncertainty and achieve better deals in the long run. Firstly, we develop and evaluate a new trust model (called CREDIT) that allows agents to measure the degree of trust they should place in their opponents. This model reduces the uncertainty that agents have about their opponents' reliability. Thus, over repeated interactions, CREDIT enables agents to model their opponents' reliability using probabilistic techniques and a fuzzy reasoning mechanism that allows the combination of measures based on reputation (indirect interactions) and confidence (direct interactions). In so doing, CREDIT takes a wider range of behaviour-influencing factors into account than existing models, including the norms of the agents and the institution within which transactions occur. We then explore a novel application of trust models by showing how the measures developed in CREDIT ca be applied negotiations in multiple encounters. Specifically we show that agents that use CREDIT are able to avoid unreliable agents, both during the selection of interaction partners and during the negotiation process itself by using trust to adjust their negotiation stance. Also, we empirically show that agents are able to reach good deals with agents that are unreliable to some degree (rather than completely unreliable) and with those that try to strategically exploit their opponent. Secondly, having applied CREDIT to negotiations, we further extend the application of trust to reduce uncertainty about the reliability of agents in mechanism design (where the honesty of agents is elicited by the protocol). Thus, we develop \acf{tbmd} that allows agents using a trust model (such as CREDIT) to reach efficient agreements that choose the most reliable agents in the long run. In particular, we show that our mechanism enforces truth-telling from the agents (i.e. it is incentive compatible), both about their perceived reliability of their opponent and their valuations for the goods to be traded. In proving the latter properties, our trust-based mechanism is shown to be the first reputation mechanism that implements individual rationality, incentive compatibility, and efficiency. Our trust-based mechanism is also empirically evaluated and shown to be better than other comparable models in reaching the outcome that maximises all the negotiating agents' utilities and in choosing the most reliable agents in the long run. Thirdly, having explored ways to reduce uncertainties about reliability and honesty, we use persuasive negotiation techniques to tackle issues associated with uncertainties that agents have about the preferences and the space of possible agreements. To this end, we propose a novel protocol and reasoning mechanism that agents can use to generate and evaluate persuasive elements, such as promises of future rewards, to support the offers they make during negotiation. These persuasive elements aim to make offers more attractive over multiple encounters given the absence of information about an opponent's discount factors or exact payoffs. Specifically, we empirically demonstrate that agents are able to achieve a larger number of agreements and a higher expected utility over repeated encounters when they are given the capability to give or ask for rewards. Moreover, we develop a novel strategy using this protocol and show that it outperforms existing state of the art heuristic negotiation models. Finally, the applicability of persuasive negotiation and CREDIT is exemplified through a practical implementation in a pervasive computing environment. In this context, the negotiation mechanism is implemented in an instant messaging platform (JABBER) and used to resolve conflicts between group and individual preferences that arise in a meeting room scenario. In particular, we show how persuasive negotiation and trust permit a flexible management of interruptions by allowing intrusions to happen at appropriate times during the meeting while still managing to satisfy the preferences of all parties present.
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Jarvis, Ryan D. "Protecting Sensitive Credential Content during Trust Negotiation." Diss., CLICK HERE for online access, 2003. http://contentdm.lib.byu.edu/ETD/image/etd192.pdf.

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Skogsrud, Halvard Computer Science &amp Engineering Faculty of Engineering UNSW. "Trust negotiation policy management for service-oriented applications." Awarded by:University of New South Wales. Computer Science and Engineering, 2006. http://handle.unsw.edu.au/1959.4/25723.

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Service-oriented architectures (SOA), and in particular Web services, have quickly become a popular technology to connect applications both within and across enterprise boundaries. However, as services are increasingly used to implement critical functionality, security has become an important concern impeding the widespread adoption of SOA. Trust negotiation is an approach to access control that may be applied in scenarios where service requesters are often unknown in advance, such as for services available via the public Internet. Rather than relying on requesters' identities, trust negotiation makes access decisions based on the level of trust established between the requester and the provider in a negotiation, during which the parties exchange credentials, which are signed assertions that describe some attributes of the owner. However, managing the evolution of trust negotiation policies is a difficult problem that has not been sufficiently addressed to date. Access control policies have a lifecycle, and they are revised based on applicable business policies. Additionally, because a trust relationship established in a trust negotiation may be long lasting, their evolution must also be managed. Simply allowing a negotiation to continue according to an old policy may be undesirable, especially if new important constraints have been added. In this thesis, we introduce a model-driven trust negotiation framework for service-oriented applications. The framework employs a model for trust negotiation, based on state machines, that allows automated generation of the control structures necessary to enforce trust negotiation policies from the visual model of the policy. Our policy model also supports lifecycle management. We provide sets of operations to modify policies and to manage ongoing negotiations, and operators for identifying and managing impacts of changes to trust negotiation policies on ongoing trust negotiations. The framework presented in the thesis has been implemented in the Trust-Serv prototype, which leverages industry specifications such as WS-Security and WS-Trust to offer a container-centric mechanism for deploying trust negotiation that is transparent to the services being protected.
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Ajayi, Oluwafemi O. "Dynamic trust negotiation for decentralised e-health collaborations." Thesis, University of Glasgow, 2009. http://theses.gla.ac.uk/848/.

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In the Internet-age, the geographical boundaries that have previously impinged upon inter-organisational collaborations have become decreasingly important. Of more importance for such collaborations is the notion and subsequent nature of security and trust - this is especially so in open collaborative environments like the Grid where resources can be both made available, subsequently accessed and used by remote users from a multitude of institutions with a variety of different privileges spanning across the collaboration. In this context, the ability to dynamically negotiate and subsequently enforce security policies driven by various levels of inter-organisational trust is essential. Numerous access control solutions exist today to address aspects of inter-organisational security. These include the use of centralised access control lists where all collaborating partners negotiate and agree on privileges required to access shared resources. Other solutions involve delegating aspects of access right management to trusted remote individuals in assigning privileges to their (remote) users. These solutions typically entail negotiations and delegations which are constrained by organisations, people and the static rules they impose. Such constraints often result in a lack of flexibility in what has been agreed; difficulties in reaching agreement, or once established, in subsequently maintaining these agreements. Furthermore, these solutions often reduce the autonomous capacity of collaborating organisations because of the need to satisfy collaborating partners demands. This can result in increased security risks or reducing the granularity of security policies. Underpinning this is the issue of trust. Specifically trust realisation between organisations, between individuals, and/or between entities or systems that are present in multi-domain authorities. Trust negotiation is one approach that allows and supports trust realisation. The thesis introduces a novel model called dynamic trust negotiation (DTN) that supports n-tier negotiation hops for trust realisation in multi-domain collaborative environments with specific focus on e-Health environments. DTN describes how trust pathways can be discovered and subsequently how remote security credentials can be mapped to local security credentials through trust contracts, thereby bridging the gap that makes decentralised security policies difficult to define and enforce. Furthermore, DTN shows how n-tier negotiation hops can limit the disclosure of access control policies and how semantic issues that exist with security attributes in decentralised environments can be reduced. The thesis presents the results from the application of DTN to various clinical trials and the implementation of DTN to Virtual Organisation for Trials of Epidemiological Studies (VOTES). The thesis concludes that DTN can address the issue of realising and establishing trust between systems or agents within the e-Health domain, such as the clinical trials domain.
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Sinaceur, Marwan. "Suspending Judgment to create value : suspicion and trust in negotiation /." May be available electronically:, 2007. http://proquest.umi.com/login?COPT=REJTPTU1MTUmSU5UPTAmVkVSPTI=&clientId=12498.

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Stockheim, Tim. "Supply network optimization : coordination based on economic scheduling, negotiation and trust /." Norderstedt : Books on Demand, 2006. http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=015014948&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA.

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Henshaw, James Presley. "Phishing Warden : enhancing content-triggered trust negotiation to prevent phishing attacks /." Diss., CLICK HERE for online access, 2005. http://contentdm.lib.byu.edu/ETD/image/etd840.pdf.

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Edvalson, Michael George. "Trust Broker: A Defense Against Identity Theft From Online Transactions." BYU ScholarsArchive, 2005. https://scholarsarchive.byu.edu/etd/348.

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The proliferation of online services over the years has encouraged more and more people to participate in Internet activities. Many web sites request personal and sensitive information needed to deliver the desired service. Unfortunately, it is difficult to distinguish the sites that can be trusted to protect such information from those that cannot. Many attempts to make the Internet easier to use introduce new security and privacy problems. On the other hand, most attempts at creating a safe online environment produce systems that are cryptic and hard to use. The TrustBroker system is based on a specialized online repository that safely stores user information and helps the user determine which sites can be trusted with their sensitive information. Also, the repository facilitates the transfer of the user's in- formation. The overall effect of the system is to inspire greater confidence in online participation among users who desire to protect their personal information.
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Books on the topic "Trust negotiation"

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Margaret, McConnon, ed. How to manage disagreements and develop trust and understanding. 3rd ed. Oxford: How To Books Ltd, 2008.

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Negotiating diversity: Culture, deliberation, trust. Cambridge, UK: Polity, 2005.

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Taken on trust. London: BCA, 1993.

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Taken on Trust. Toronto: Doubleday Canada, 1993.

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Taken on trust. New York: Quill, 1995.

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Taken on trust. New York: Harcourt, Brace, 1993.

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New Jersey. Legislature. General Assembly. Health and Human Services Committee. Public hearing before Assembly Health and Human Services Committee: Testimony concerning the continuing impasse between Horizon Blue Cross Blue Shield of New Jersey and Cooper University Hospital with regard to negotiating contractual reimbursement rates: [February 10, 2004, Camden, N.J.]. Trenton, N.J: The Unit, 2004.

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Stern, Marc J. Trust, negotiation, and public involvement. Oxford University Press, 2018. http://dx.doi.org/10.1093/oso/9780198793182.003.0006.

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People in just about every profession or pastime must navigate the diverse ideas and values of others to accomplish their goals. The theories in this chapter provide strategies for structuring interactions between stakeholders, for enhancing trust and understanding between diverse parties, for promoting collaboration, and for addressing conflict. Each theory is summarized succinctly and followed by guidance on how to apply it to real world problem solving.
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Jensen, Keld. Trust Factor: Negotiating in SMARTnership. Palgrave Macmillan, 2017.

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Jensen, Keld. The trust factor: Negotiating in SMARTnership. 2013.

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Book chapters on the topic "Trust negotiation"

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Squicciarini, Anna Cinzia. "Trust Negotiation Systems." In Current Trends in Database Technology - EDBT 2004 Workshops, 90–99. Berlin, Heidelberg: Springer Berlin Heidelberg, 2004. http://dx.doi.org/10.1007/978-3-540-30192-9_9.

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van der Horst, Timothy W., Tore Sundelin, Kent E. Seamons, and Charles D. Knutson. "Mobile Trust Negotiation." In IFIP — The International Federation for Information Processing, 97–109. Boston, MA: Springer US, 2005. http://dx.doi.org/10.1007/0-387-24486-7_7.

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Rios, Ruben, Carmen Fernandez-Gago, and Javier Lopez. "Privacy-Aware Trust Negotiation." In Security and Trust Management, 98–105. Cham: Springer International Publishing, 2016. http://dx.doi.org/10.1007/978-3-319-46598-2_7.

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Lee, Adam J., Marianne Winslett, Jim Basney, and Von Welch. "Traust: A Trust Negotiation Based Authorization Service." In Lecture Notes in Computer Science, 458–62. Berlin, Heidelberg: Springer Berlin Heidelberg, 2006. http://dx.doi.org/10.1007/11755593_36.

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Lee, Adam J., Marianne Winslett, and Kenneth J. Perano. "TrustBuilder2: A Reconfigurable Framework for Trust Negotiation." In Trust Management III, 176–95. Berlin, Heidelberg: Springer Berlin Heidelberg, 2009. http://dx.doi.org/10.1007/978-3-642-02056-8_12.

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Guo, Fuchun, Zhide Chen, Yi Mu, Li Xu, and Shengyuan Zhang. "Secure and Efficient Trust Negotiation." In Computational Intelligence and Security, 374–84. Berlin, Heidelberg: Springer Berlin Heidelberg, 2007. http://dx.doi.org/10.1007/978-3-540-74377-4_40.

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Winslett, Marianne. "An Introduction to Trust Negotiation." In Lecture Notes in Computer Science, 275–83. Berlin, Heidelberg: Springer Berlin Heidelberg, 2003. http://dx.doi.org/10.1007/3-540-44875-6_20.

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Kolar, Martin, Carmen Fernandez-Gago, and Javier Lopez. "Trust Negotiation and Its Applications." In Collaborative Approaches for Cyber Security in Cyber-Physical Systems, 171–90. Cham: Springer International Publishing, 2023. http://dx.doi.org/10.1007/978-3-031-16088-2_8.

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Bertino, Elisa, Lorenzo D. Martino, Federica Paci, and Anna C. Squicciarini. "Digital Identity Management and Trust Negotiation." In Security for Web Services and Service-Oriented Architectures, 79–114. Berlin, Heidelberg: Springer Berlin Heidelberg, 2009. http://dx.doi.org/10.1007/978-3-540-87742-4_5.

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Dung, Phan Minh, and Phan Minh Thang. "Trust Negotiation with Nonmonotonic Access Policies." In Intelligence in Communication Systems, 70–84. Berlin, Heidelberg: Springer Berlin Heidelberg, 2004. http://dx.doi.org/10.1007/978-3-540-30179-0_6.

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Conference papers on the topic "Trust negotiation"

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Winslett, M., Adam J. Lee, and Kenneth J. Perano. "Trust negotiation." In the 5th Annual Workshop. New York, New York, USA: ACM Press, 2009. http://dx.doi.org/10.1145/1558607.1558656.

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Guo, Fuchun, Zhide Chen, and Yi Mu. "Trust Negotiation with Trust Parameters." In 2006 International Conference on Computational Intelligence and Security. IEEE, 2006. http://dx.doi.org/10.1109/iccias.2006.295265.

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Bo Wang and Ruizhong Wei. "Zero-knowledge trust negotiation." In 2009 13th International Conference on Computer Supported Cooperative Work in Design. IEEE, 2009. http://dx.doi.org/10.1109/cscwd.2009.4968090.

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Adams, Andrew K., Adam J. Lee, and Daniel Mossé. "Receipt-mode trust negotiation." In the 6th ACM Symposium. New York, New York, USA: ACM Press, 2011. http://dx.doi.org/10.1145/1966913.1966973.

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Baselice, Sabrina, Piero A. Bonatti, and Marco Faella. "On Interoperable Trust Negotiation Strategies." In Eighth IEEE International Workshop on Policies for Distributed Systems and Networks (POLICY'07). IEEE, 2007. http://dx.doi.org/10.1109/policy.2007.29.

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Lu, Hongwei, and Bailing Liu. "Improving Negotiation Efficiency and Success in Automated Trust Negotiation." In 2007 Third International IEEE Conference on Signal-Image Technologies and Internet-Based System SITIS. IEEE, 2007. http://dx.doi.org/10.1109/sitis.2007.27.

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Alankarage, S., A. Samaraweera, J. Royle, A. Macolino, S. Robertson, and AD Palihakkara. "Cultural basic assumptions of consultants and contractors during negotiations: The case of South Australian construction industry." In 10th World Construction Symposium. Building Economics and Management Research Unit (BEMRU), University of Moratuwa, 2022. http://dx.doi.org/10.31705/wcs.2022.23.

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Negotiations are required in every stage of a construction project. The process of negotiation involves being able to understand the position and emotions of the other side of the negotiation. A reliable means for understanding cultural basic assumptions on negotiation tactics assist in better predicting how individuals may act in a negotiation. This research aims to analyse the effect of basic assumptions of consultants and contractors on negotiations in the South Australian construction industry. This was approached through a case study research strategy, utilising semi-structured interviews with two contractors and two consultants each from three large South Australian Road projects followed by a Content Analysis. Findings reveal that both the contractors and consultants believe the nature of human relationships as collaborative and therefore view negotiations as a mean of strengthening the partnership. They negotiate openly to reach win-win outcomes. They view the nature of human nature to be good, therefore more trust and more openness to creative new ideas in negotiation planning. Respondents mostly believe the nature of the human activity to be harmonizing and are more likely to use trade-offs in reaching mutually beneficial negotiation outcomes. The knowledge created in this research will be useful for anyone preparing to negotiate within the South Australian construction industry or similar cultural setups to understand and predict how contractors and consultants would react to different situations and issues within negotiation processes and to achieve effective outcomes. Further research can study the basic assumptions of sub-contractors about negotiations.
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Sanzi, Eugene, and Steven Demurjian. "Trust Profile based Trust Negotiation for the FHIR Standard." In 9th International Conference on Data Science, Technology and Applications. SCITEPRESS - Science and Technology Publications, 2020. http://dx.doi.org/10.5220/0009830502420251.

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Yu, Ting, Marianne Winslett, and Kent E. Seamons. "Interoperable strategies in automated trust negotiation." In the 8th ACM conference. New York, New York, USA: ACM Press, 2001. http://dx.doi.org/10.1145/501983.502004.

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Hai Jin, Zhensong Liao, Deqing Zou, and Chisong Li. "Building an automated trust negotiation system." In 2007 6th International Conference on Information, Communications & Signal Processing. IEEE, 2007. http://dx.doi.org/10.1109/icics.2007.4449597.

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Reports on the topic "Trust negotiation"

1

Winsborough, William. Advanced Security Proxy Technology for High Confidence Networks: Advances in Trust Negotiation. Fort Belvoir, VA: Defense Technical Information Center, October 2002. http://dx.doi.org/10.21236/ada408633.

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2

Kim, Hyeyoung, Jihyun Lee, and Gerardo Reyes-Tagle. Standardized PPP Contract in Korea and its Implications for Latin America and the Caribbean. Inter-American Development Bank, November 2021. http://dx.doi.org/10.18235/0003708.

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Abstract:
The standardization of PPP contracts in Korea has played a key role in establishing PPP institutional frameworks in the civil law system in which there must be legal and institutional safeguards for the long-term PPP contracts. The reliability of standardized contracts is secured due to the fact that the standardized PPP contract has been prepared by the statutory PPP agency under the approval of the Ministry of Economy and Finance, an influential ministry within the government. The standardization of PPP contracts has been of great utility for both the competent authorities and private partners. The standardized contract has streamlined negotiations. The private partner was able to trust in the major risk allocation declared through the standardized contract in handling land acquisition, construction completion, operation and demand, and termination. We found out through our survey that there are similarities between Korea and LAC countries in that most LAC countries have adopted the civil law system and the countries have developed similar payment types for PPP and risk allocation principles. The experience and lessons on standardized PPP contract in Korea can be of great utility to LAC countries.
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