Journal of Trust Research Special Issue on Trust in Negotiations and Repeated Bargaining
As early as the 1940s, Morton Deutsch recognised the critical role that trust plays in negotiation. Despite this early recognition, and rapidly expanding research on trust in other fields of management, negotiation researchers have only recently begun a systematic exploration of trust in negotiations. In the last decade, researchers have increasingly focused their attention on the role of trust in negotiations (e.g., Gunia, Brett, Nandkeolyar, & Kamdar, 2011; Kong, 2015; Kong, Dirks, & Ferrin, 2014; Naquin & Paulson, 2003; Olekalns & Smith, 2005, 2009; Sinaceur, 2010) and repeated bargaining (e.g., Prisoner's Dilemma Game) interactions (Bottom, Gibson, Daniels, & Murnighan, 2002; Ferrin, Bligh, & Kohles, 2008; Lount, Zhong, Sivanathan, & Murnighan, 2008; Schweitzer, Hershey, & Bradlow, 2006).
Using the opportunity of this special issue, we aim to motivate further research by providing space for innovative, interesting or counterintuitive papers that may or may not fit other journals. We believe such works will represent a valuable advance in our understanding of the role of trust in negotiations and repeated bargaining.
We are interested in empirical (qualitative, experimental, survey or archival) works. The focus of the paper can be trust (or trustworthiness) in the contexts of: interpersonal (dyadic) negotiations, intergroup negotiations, cross-cultural negotiations, multi-party negotiations or repeated bargaining games. Trust (or trustworthiness) can be conceptua- lised as an antecedent, mediator, consequence or moderator.
If you have any questions regarding the special issue or would like to discuss ideas, please contact any of the guest editors: Dejun Tony Kong (dkong@bauer.uh.edu), Robert Lount (lount.1@osu.edu) or Mara Olekalns (M.Olekalns@mbs.edu).
The deadline for submissions is 30 April 2016. Authors should submit their papers to https://mc.manuscriptcentral.com/rjtr and will be prompted to note that the submissions are for this special issue. All submissions will be subjected to double-blind review, and reviews are expected to be constructive and developmental. We look forward to receiving your submissions.
References
Bottom, W. P., Gibson, K., Daniels, S. E., & Murnighan, J. K. (2002). When talk is not cheap: Substantive penance and expressions of intent in rebuilding cooperation. Organization Science, 13, 497–513.
Ferrin, D. L., Bligh, M. C., & Kohles, J. C. (2008). It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships. Organizational Behavior and Human Decision Processes, 107, 161–178.
Gunia, B. C., Brett, J. M., Nandkeolyar, A. K., & Kamdar, D. (2011). Paying a price: Culture, trust, and negotiation consequences. Journal of Applied Psychology, 96, 774–789.
Kong, D. T. (2015). Narcissists' negative perception of their counterpart's competence and benevolence and their own reduced trust in a negotiation context. Personality and Individual Differences, 74, 196–201.
Kong, D. T., Dirks, K. T., & Ferrin, D. L. (2014). Interpersonal trust within negotiations: Meta- analytic evidence, critical contingencies, and directions for future research. Academy of Management Journal, 57, 1235–1255.
Lount, R. B., Jr., Zhong, C. -B., Sivanathan, N., & Murnighan, J. K. (2008). Getting off on the wrong foot: The timing of a breach and the restoration of trust. Personality and Social Psychology Bulletin, 34, 1601–1612.
Naquin, C. E., & Paulson, G. D. (2003). Online bargaining and interpersonal trust. Journal of Applied Psychology, 88, 113–120.
Olekalns, M., & Smith, P. L. (2005). Moments in time: Metacognition, trust, and outcomes in dyadic negotiations. Personality and Social Psychology Bulletin, 31, 1696–1707.
Olekalns, M., & Smith, P. L. (2009). Mutually dependent: Power, trust, affect and the use of deception in negotiation. Journal of Business Ethics, 85, 347–365.
Schweitzer, M., Hershey, J., & Bradlow, E. (2006). Promises and lies: Restoring violated trust. Organizational Behavior and Human Decision Processes, 101, 1–19.
Sinaceur, M. (2010). Suspending judgment to create value: Suspicion and trust in negotiation. Journal of Experimental Social Psychology, 46, 543–550.
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