{'fraction_non_alphanumeric': 0.019261637239165328, 'fraction_numerical': 0.0, 'mean_word_length': 5.933333333333334, 'pattern_counts': {'":': 0, '<': 0, '<?xml version=': 0, '>': 0, 'https://': 0, 'lorem ipsum': 0, 'www.': 0, 'xml': 0}, 'pii_count': 0, 'substrings_counts': 0, 'word_list_counts': {'cursed_substrings.json': 0, 'profanity_word_list.json': 0, 'sexual_word_list.json': 0, 'zh_pornsignals.json': 0}}
THE ROLE OF TRUST IN INTERNATIONAL BUSINESS NEGOTIATIONS : A CULTURALLY DETERMINED PERSPECTIVE

Drawing from the literature of cross-cultural management, negotiation behavior, trust, and ethics, this paper presents a theoretical framework explaining the relationship between different dimensions of national culture and trust, and consequently how that might affect the cross-cultural negotiation behavior of people from different cultures. In this paper, trust is deemed to be a mediating variable, which affects the extent of use of questionable negotiation tactics that negotiators generally employ during a negotiation.