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

尽管合作的好处，谈判者经常选择竞争策略。 这就降低了他们制定满足双方谈判者需求的持久解决方案的能力。 在这个项目中，我们调查信任在促进合作中的作用。 虽然信任是合作的前提条件，但谈判研究尚未系统地探讨信任是如何建立、维持和破坏的。 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。 我们还测试了突出事件如何打断谈判并改变信任。 我们的目标是确定那些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.