Interpersonal Trust Within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research

• Main Authors: KONG, Dejun Tony, DIRKS, Kurt T., FERRIN, Donald L.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2014
• Subjects: meta-analytic path analysis; trust; negotiation; distributive behaviors; integrative behaviors; negotiation outcomes; outcome satisfaction; negotiation process; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/3530; https://ink.library.smu.edu.sg/context/lkcsb_research/article/4529/viewcontent/Interpersonal_trust_within_negotiations_2014_pv.pdf
• Institution: Singapore Management University

Trust has long been recognized by scholars and practitioners alike as an important factor for negotiation success. However, there has been little effort to date to empirically review or theoretically synthesize the research on trust in the context of negotiations. We present a social exchange framew...