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What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research

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  • Serena Changhong Lu
  • Dejun Tony Kong
  • Donald L. Ferrin
  • Kurt T. Dirks

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.

Suggested Citation

  • Serena Changhong Lu & Dejun Tony Kong & Donald L. Ferrin & Kurt T. Dirks, 2017. "What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 22-50, January.
    • Handle: RePEc:taf:jtrust:v:7:y:2017:i:1:p:22-50
    DOI: 10.1080/21515581.2017.1285241
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    Cited by:

    1. Volker C. Franke & Charles N. Elliott, 2021. "Optimism and Social Resilience: Social Isolation, Meaninglessness, Trust, and Empathy in Times of COVID-19," Societies, MDPI, vol. 11(2), pages 1-17, April.
    2. Nikola Rosecká & Ondřej Machek, 2023. "How Relational Conflict Harms Family Firm Performance: The Mediating Role of Family Social Capital and the Moderating Role of Family Ownership," Journal of Family and Economic Issues, Springer, vol. 44(4), pages 854-869, December.
    3. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    4. Dominik Sondern & Guido Hertel, 2019. "Does Paying Back Pay Off? Effects of Reciprocity and Economic Outcomes on Trust Emergence in Negotiations," Group Decision and Negotiation, Springer, vol. 28(6), pages 1053-1076, December.
    5. Anass YACHOULTI, 2017. "La confiance au sein des organisations : Apport conceptuel," Journal of Academic Finance, RED research unit, university of Gabes, Tunisia, vol. 8(1), June.
    6. Wang, Yihan & Zhong, Ke & Liu, Qihua, 2022. "Let criticism take precedence: Effect of side order on consumer attitudes toward a two-sided online review," Journal of Business Research, Elsevier, vol. 140(C), pages 403-419.
    7. Amelie Aidenberger & Heiko Rauhut & Jörg Rössel, 2020. "Is participation in high-status culture a signal of trustworthiness?," PLOS ONE, Public Library of Science, vol. 15(5), pages 1-23, May.
    8. Céline Flipo & Pier Vittorio Mannucci & Kevyn Yong, 2023. "The impact of cultural tightness on the relationship between structural holes, tie strength, and creativity," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(2), pages 332-343, March.
    9. Swaab, Roderick I. & Lount, Robert B. & Chung, Seunghoo & Brett, Jeanne M., 2021. "Setting the stage for negotiations: How superordinate goal dialogues promote trust and joint gain in negotiations between teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 157-169.
    10. SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
    11. Richard Huaman-Ramirez & Noël Albert & Dwight Merunka, 2019. "Are global brands trustworthy? The role of brand affect, brand innovativeness, and consumer ethnocentrism," Post-Print hal-02118515, HAL.
    12. Anass YACHOULTI, 2017. "La confiance au sein des organisations : Apport conceptuel," Journal of Academic Finance, RED research unit, university of Gabes, Tunisia, vol. 8(1), June.
    13. Daniel Druckman & Fieke Harinck, 2022. "Trust Matters in Negotiation," Group Decision and Negotiation, Springer, vol. 31(6), pages 1179-1202, December.

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