Trust in the Context of Intercultural Negotiations: A Systematic Review

The aim of this article is to systematically review research on trust in the context of intercultural negotiations. After reviewing over 600 articles based on abstracts and titles, a comprehensive analysis of 48 selected papers was conducted to propose a conceptual model based on findings and theoretical integration. Trust is a crucial element in negotiations, and it is even more important in intercultural contexts. Individuals from different cultures (low-trust vs. high-trust) not only assess trustworthiness differently and exhibit varying levels of trust but also tend to trust members of other cultures to a lower degree. We combine theories and empirical findings to explain the underlying mechanisms of trust in intercultural negotiations. By integrating Social Identity Theory, Similarity-Attraction Theory, and Integrated Threat Theory of Prejudice, we offer a holistic approach. We emphasize adaptability as an essential skill for establishing trustful relationships, encompassing the reduction of perceived threats, the increase of perceived similarity, and the bridging of cultural divides to counteract in-group favoritism. Adaptation influences both the negotiation situation and the process of trust-building, enabling the recategorization of individuals into an extended in-group. This review provides insights for practitioners and scholars by synthesizing the current state of knowledge, highlighting the importance of adaptability in trust-building, and suggesting future research directions in this dynamic field.