Sondern, Dominik; Hertel, Guido
Research article (journal) | Peer reviewedIn two studies (n1 = 359; n2 = 455), we investigated the effects of reciprocal counterpart behavior and economic negotiation outcomes on interpersonal trust in dyadic negotiations. Moreover, counterparts' power was considered as moderating factor. Using an experimental vignette approach, participants in both studies read a negotiation scenario, and were asked to imagine having conducted this negotiation. As part of the scenarios, we manipulated (a) counterpart's bargaining power (high - low; only Study 1), (b) positive (high - low) and (c) negative reciprocal counterpart behavior (escalating - high - low), and (d) the economic negotiation outcome for the actor (advantageous - equal - disadvantageous; only Study 2). Results show that participants reported higher trust in the counterpart after positive reciprocal counterpart behavior, whereas escalating negative reciprocal counterpart behavior and disadvantageous economic outcomes reduced trust. However, the negative effect of escalating counterpart behavior was rather low when counterpart power was high. Implications of these results are relevant for sustainable trust development and long-term business relationships.
Hertel, Guido | Professorship for Organizational & Business Psychology (Prof. Hertel) |
Sondern, Dominik | Professorship for Organizational & Business Psychology (Prof. Hertel) Research Training Group 1712 "Trust and Communication in a Digitized World" (GRK 1712) |
Duration: 01/04/2012 - 31/03/2021 | 2nd Funding period Funded by: DFG - Research Training Group Type of project: Main DFG-project hosted at University of Münster |
Trust Emergence and Development in Dyadic Negotiations:
Towards a Better Understanding of Negotiator Trust and its Antecedents Candidate: Sondern, Dominik | Supervisors: Hertel, Guido; Schewe, Gerhard; Nohe, Christoph Period of time: until 31/03/2021 Doctoral examination procedure finished at: Doctoral examination procedure at University of Münster |