Trust Building via Negotiation: Immediate versus Lingering Effects of General Trust and Negotiator Satisfaction

Jingjing Yao and Martin Storme

Group Decision and Negotiation, 2021, vol. 30, issue 3, No 2, 507-528

Abstract: Abstract Building long-term trustful relationships with counterparts is a crucial objective for many negotiators. Despite numerous “snapshot” trust studies, little is known about the dynamics of trust change as the outcome in the negotiation context. In this study, we examined how negotiators’ general trust and different types of satisfaction affect their trust change toward counterparts immediately as well as lingeringly. We conducted a negotiation simulation with 260 participants, measuring their trust one week before, immediately after, and one week after the negotiation. We found that negotiators’ general trust and outcome satisfaction were positively associated with their trust change immediately after the negotiation. In addition, negotiators’ relationship satisfaction was positively associated with their trust change over the following week. The research findings achieve a comprehensive and dynamic understanding of trust building in negotiations.

Keywords: Trust; Trust building; Negotiation; Negotiator satisfaction (search for similar items in EconPapers)
Date: 2021
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
http://link.springer.com/10.1007/s10726-020-09721-y Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:grdene:v:30:y:2021:i:3:d:10.1007_s10726-020-09721-y

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10726/PS2

DOI: 10.1007/s10726-020-09721-y

Access Statistics for this article

Group Decision and Negotiation is currently edited by Gregory E. Kersten

More articles in Group Decision and Negotiation from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().