Dear Colleagues,
We thought you would like to know about the results of a recently published meta-analysis on determinants of trust in negotiations. It provides insight into what is currently known about the factors that determine negotiator trust in the context of interpersonal negotiations, and some recommendations about future directions in this understudied area. The paper, titled "What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research," is published in the Journal of Trust Research special issue on trust in negotiations and repeated bargaining, co-edited by Dejun Tony Kong, Robert Lount, Jr., and Mara Olekalns.
Anyone who is interested in the paper, please let me know. I will be happy to send you a copy.
Citation:
Lu, C. H., Kong, D. T., Ferrin, D. L., & Dirks, K. T. (2017). What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research. Journal of Trust Research, 7(1), 22-50. doi: http://dx.doi.org/10.1080/21515581.2017.1285241
http://www.tandfonline.com/doi/abs/10.1080/21515581.2017.1285241
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.
Best regards,
Serena
Serena Lu, Ph.D. Candidate
PhD in Business (OBHR)
Lee Kong Chian School of Business
Singapore Management University
50 Stamford Road
Singapore 178899
Tel: +65 9036 6073
E-mail: ch.lu.2012@pbs.smu.edu.sg
http://business.smu.edu.sg/programmes/phd-business-obhr-research/current-phd-students