Publication Type

Journal Article

Version

publishedVersion

Publication Date

10-2014

Abstract

Trust has long been recognized by scholars and practitioners alike as an important factor for negotiation success. However, there has been little effort to date to empirically review or theoretically synthesize the research on trust in the context of negotiations. We present a social exchange framework that describes the processes through which trust influences negotiation behaviors and outcomes. We identified three critical contingencies that modified the effects of trust on negotiation behaviors and outcomes. A meta-analysis on a sample of 38 independent studies provided considerable support for the model and also confirmed the importance of the three contingencies for understanding the effects of trust. The framework and accompanying empirical evidence provide a needed theoretical and empirical integration of the trust and negotiation literatures. Based on the theory and meta-analytical findings, we identified critical gaps and limitations in existing research and proposed a research agenda to address key theoretical, empirical, and methodological issues identified by our framework and review.

Keywords

meta-analytic path analysis, trust, negotiation, distributive behaviors, integrative behaviors, negotiation outcomes, outcome satisfaction, negotiation process

Discipline

Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Publication

Academy of Management Journal

Volume

57

Issue

5

First Page

1235

Last Page

1255

ISSN

0001-4273

Identifier

10.5465/amj.2012.0461

Publisher

Academy of Management

Additional URL

https://doi.org/10.5465/amj.2012.0461

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