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Group identity and trust discourse in a negotiation setting

Sillince, J.A.A. and Manochin, M. (2008) Group identity and trust discourse in a negotiation setting. In: 31st Congress European Accounting Association, 1900-01-01.

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Abstract

Our empirical study is of two groups - university managers and deans - who had differently situated group identities within the budget negotiation process. Our study establishes a relational link between trust and identity and shows that trust development is based on relational values and practices. We found that identification based trust is the most important type of trust where collaborative identity exists, and the least important type of trust where collaborative identity does not exist. Our contribution relates group identity as a situated and relational construction to group members' discourse about different types of trust.