In this episode, we disucss one of the most essential and most elusive elements of successful negotiation: trust. What exactly is trust, and why does it matter so much at the negotiating table? Our guest, Mariusz Sikorski, who is a practitioner and researcher specializing in intercultural negotiation, walks us through the foundations of trust, unpacking its definition and exploring the many ways it influences negotiation outcomes, often before a single word is spoken.

Our conversation is rooted in a comprehensive literature review on this topic: Sikorski, M. T. & Albrecht, A., (2025) “Trust in the Context of Intercultural Negotiations - A Systematic Review”, Negotiation and Conflict Management Research 18(1), 1-41. doi:  ...