The Electronic Journal of Knowledge Management publishes original articles on topics relevant to studying, implementing, measuring and managing knowledge management and intellectual capital.

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Journal Issue
Volume 16 Issue 1 / Mar 2018  pp1‑72

Editor: John Dumay

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The Entropic Knowledge Dynamics as a Driving Force of the Decision‑Making Process  pp1‑12

Constantin Bratianu, Elena-Mădălina Vătămănescu

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Role of Trust in Integrative Negotiations  pp13‑22

Palmira Lopez-Fresno, Taina Savolainen, Silvia Miranda

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Abstract

This paper discusses trust as a foundation for integrative negotiations, where strategy and information sharing play a critical role. In the increasingly global and interconnected economy, negotiation processes became a vital part in the political, social, economic and particularly business spheres, and have evolved over time. Building integrative negotiations relies on trust among the parties, affecting the process of information and knowledge sharing during the negotiation meetings. By presenting empirical findings, the purpose of the paper is to provide theoretical views and insights for further research, and practical implications for negotiators and professionals in general. Trust has emerged as an increasingly important intangible and intellectual relational asset in and between organizations, developed and sustained in interaction between people. Trust forms a foundation for collaboration and co‑operation in and between organizations. The research questions are: i) what role does trust/distrust play in integrative negotiations; ii) how trust/distrust manifest during the negotiation meetings; iii) how trust and negotiation strategy affect information sharing in integrative negotiations. Empirical findings are presented based on qualitative data from two cross‑cultural case studies related to negotiation processes in different contexts ‑ international trade at the governmental level, and contract negotiation within a private enterprise – implying four countries in Latin America, Asia and Europe. 

 

Keywords: culture, information sharing, integrative negotiation, knowledge, negotiation meeting, mutually beneficial agreement, psychological capital, strategy, trust

 

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Effect of Trust and Perceived Reciprocal Benefit on Students’ Knowledge Sharing via Facebook and Academic Performance  pp23‑35

Sedigheh Moghavvemi, Manal Sharabati, Jane E. Klobas, Ainin Sulaiman

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Engaging Layers of Intangibles Across Intelligent Learning Ecosystems for Competitive Advantage  pp36‑47

Helen Rothberg, Scott Erickson

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Relating Successful Business Models to Intellectual Capital and Knowledge Management Practices  pp48‑55

Christian Nielsen

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Effective Knowledge Management and Organisational Learning in the Context of Sustainable Development  pp56‑69

Joy C.-Y. Muller

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Editorial for EJKM Volume 16 Issue 1  pp70‑72

John Dumay

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