Credibility is a central concept in negotiation theory. To make your messages credible is an essential part of persuasion. At the receiving end, you need to make credibility assessments of the messages coming from the other side: Do they say what they mean, and do they mean what they say?
This article tries to summarize the way negotiation theorists have tackled the credibility problem and discusses what we can learn from them in the digital age where truth itself has seemingly become negotiable.
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