Interpersonal Trust Within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research
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.
meta-analytic path analysis, trust, negotiation, distributive behaviors, integrative behaviors, negotiation outcomes, outcome satisfaction, negotiation process
Organizational Behavior and Theory
Organisational Behaviour and Human Resources
Academy of Management Journal
KONG, D. T.; Dirks, K. T.; and Ferrin, Donald Lee.
Interpersonal Trust Within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research. (2014). Academy of Management Journal. 57, (5), 1235-1255. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/3530