Jenai Wu -- Notes and Publications

Trust and Other-anxiety in Negotiations. Dynamics across boundaries of self and culture.

 Wu, J.H. & Laws, D.  (2003).  Trust and Other-anxiety in negotiations: Dynamics across boundaries of self and culture.  Negotiation Journal.  19(4): 329-368. 

Synopsis:  This paper explores the dynamics of trust in organizational and cross-cultural communication context.  We converge the neuro/cognitive science concept of Theory of Mind with perspective-taking in negotiation theory --  to articulate  the challenge of, and need for -- reflexive awareness in conflict escalation.  This paper also reviews theories of group dynamics relevant to alienation and prejudice, identity formation and group (national) identity, tracing their genesis to early development.

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