SEMINAR SERIES
Management Seminar (Co-sponsored by The Academic Association for Organizational Science)
Niina Nummela(Professor of International Business, Vice Dean, University of Turku)
- Date&Time:
- 2024.10.17 (Thu) 15:00-16:30
- Venue:
- Lecture Room 3, 3F, Research Building No.2, Kyoto University
- Language:
- English (No translation available)
- Contact:
- Jin-ichiro Yamada, Tomoki Sekiguchi
(Title)
"When David meets Goliath – building trust in cross-cultural business negotiations in Estonian–Japanese collaboration"
Abstract:
The purpose of this seminar is to provide a contextualized understanding of trust-building in cross-cultural negotiations, with a particular focus on the pre-negotiations phase. Following Brett and Mitchell (2019), we propose that trust is shaped by the interplay of cultural looseness and tightness, which in turn determines the success of negotiations. Additionally, we highlight the role of individuals in trust-building, arguing that boundary spanners enhance and accelerate trustworthiness in the form of swift-trust. Empirically, we examine the development of trust in a large-scale investment process through the case of an investment by a Japanese sōgō shōsha in an Estonian venture capital fund.
If you would like to participate in this seminar, please register yourself from the Google form below.
https://forms.gle/EB83AofGf5jn92Wa9
* The venue was changed to Lecture Room 3, 3F, Research Building No.2