The Dynamics of Trust in Negotiation: Implications for Strategy and Outcomes

尽管合作有好处，但谈判者经常选择竞争策略。这降低了他们建立持久解决方案以满足谈判双方需求的能力。在这个项目中，我们调查了信任在促进合作中的作用。虽然信任是合作的先决条件，但谈判研究还没有系统地探讨信任是如何建立、维持和违背的。我们测试第一印象如何建立信任，以及沟通模式如何维持信任。我们还测试了重大事件是如何打断谈判和改变信任的。我们的目标是确定在谈判中促进信任与合作的进程。

Despite the benefits of cooperation, negotiators frequently choose competitive strategies. This reduces their ability to build enduring solutions that meet both negotiators' needs. In this project, we investigate the role of trust in fostering cooperation. Although trust is a pre-requisite for cooperation, negotiation research is yet to systematically explore how trust is built, sustained and violated. We test how first impressions establish trust and how patterns of communication sustain trust. We also test how salient events punctuate negotiations and alter trust. Our goal is to identify those processes that facilitate trust and cooperation in negotiation.