In a competitive and morally imperfect world, business people are often faced with serious ethical challenges. Harboring suspicions about the ethics of others, many feel justified in engaging in less-than-ideal conduct to protect their own interests. The most sophisticated moral arguments are unlikely to counteract this behavior. We believe that this morally defensive behavior is responsible, in large part, for much undesirable deception in negotiation. Drawing on recent work in the literature of negotiations, we present some practical guidance on how (...) negotiators might build trust, establish common interests, and secure credibility for their statements, thereby promoting honesty. We also point out the types of social and institutional arrangements, many of which have become commonplace, that work to promote credibility, trust, and honesty in business dealings. Our approach is offered not only as a specific response to the problem of deception in negotiation, but as one model of how research in business ethics might offer constructive advice to practitioners. (shrink)

This paper summarises the author 's doctoral research on the development of interpersonal/interorganisational trust in relationships between expatriate and Russian staff working in east‐west enterprises in Russia. There is strong evidence from a variety of researchers to suggest that in order for western businesses investing in Russia to succeed, the dif.cult process of building trust needs to be understood and managed since in the Russian business climate western standards and norms of ethical business have not yet been established. According to (...) research.ndings, western investors doing business in Russia and the long‐term, personal trust that characterises family and friend relationships more congenial and more productive than formal, arm's‐length contacts and contracts. In such a context, it becomes important to identify what creates and destroys trust in the post‐Soviet business environment. This paper describes the causal factors leading to trust or lack of trust in relationships within western‐invested strategic alliances in Russia. The key relationship under consideration is the one between expatriate western staff and managers seconded to the venture on the one hand, and their local Russian staff, counterparts and superiors on the other. (shrink)

The role of trust pathways in achieving a competitive advantage is becoming increasingly important for effective ethical consideration policies in all business and non-business sectors. This paper argues that there are three primary trust pathways of rational choice, rule-based trust, and category-based trust that underscore the basis of trust relationships. The implementation of these primary trust pathways is strongly influenced by expertise level, incomplete information, rapidly shifting environments, and/or time-pressure. The refinement of the interaction of information exchange and framing of (...) problems can produce three secondary higher-level trust pathways of third party-based trust, role-based trust, and knowledge-based trust. These six different trust pathways that guide ethical consideration issues are discussed with a Throughput Modeling theoretical approach. (shrink)

Trust is a key concept in business, particularly in electronic commerce. In order to understand online trust, one must first study trust research conducted in the offline world. The findings of such studies, dating from the 1950’s to the present, provide a foundation for online trust theory in e‐commerce. This paper provides an overview of the existing trust literature from the fields of philosophy, psychology, sociology, management, and marketing. Based on these bodies of work, online trust is briefly explored. The (...) range of topics for future research in online trust in e‐commerce is presented. (shrink)

Trust is central to our social lives in both epistemic and practical ways. Often, it is rational only given evidence for trustworthiness, and with that evidence is made available by communication. New technologies are changing our practices of communication, enabling increasing rich and diverse ways of ‘being there’, but at a distance. This paper asks: how does telepresent communication support evidence-constrained trust? In answering it, I reply to the leading pessimists about the possibility of the digital mediation of trust, Philip (...) Pettit and Hubert Dreyfus. I also rebut Media Richness Theory, which proposes a linear relationship between the volume of mediated information and the quality of communication. Positively, I develop a speech-act theory of digitally mediated communication, drawing on Austen’s identification of the illocutionary act. The choice of a particular technology of communication constitutes part of what is communicated, including a setting of the social ‘frame’, and thus the possibilities for trust to be sustained or eroded. How something is said is part of what it is that is said. (shrink)