Publication Type

Journal Article

Publication Date

2-2017

Abstract

Given the practical importance of interpersonal trust in dyadic negotiations, scholars have increasingly turned their attention to the study of determinants of trust in negotiations. However, research in this area has not been well connected or integrated, which limits the ability of scholars and practitioners to ascertain the state of current scientific knowledge and identify questions for future research. Based on attribution theory and social exchange theory, we present a conceptual framework for understanding how a variety of factors combine to influence the development of interpersonal trust in dyadic negotiations. Then, to verify the conceptual framework, we identified and meta-analysed findings from a total of 25 independent studies of determinants of trust in negotiations. The meta-analyses provided support for two of the three factors in the conceptual framework – trustor attributes and shared attributes – that are likely to influence an individual’s trust in a negotiation partner. The framework and findings provide valuable scientific insights on trust and negotiation, and also valuable practical insights for negotiation practitioners.

Keywords

Trust, negotiation, behaviour, affect, relationship, meta-analysis

Discipline

Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Publication

Journal of Trust Research

Volume

7

Issue

1

First Page

22

Last Page

50

ISSN

2151-5581

Identifier

10.1080/21515581.2017.1285241

Publisher

Taylor & Francis (Routledge): SSH Titles

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://doi.org/10.1080/21515581.2017.1285241

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