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Social Motives and Trust: Implications for Joint Gains in Negotiations

Author

Listed:
  • Shay S. Tzafrir

    (University of Haifa)

  • Rudolph Joseph Sanchez

    (California State University)

  • Keren Tirosh-Unger

    (Israel Institute of Technology)

Abstract

This study examined the role of trust via contingency model in a multi-issue multi-party negotiation setting and how it relates to outcomes. Results of a laboratory experiment with 288 undergraduate students confirmed both a main effect of Social Value Orientations (SVO), such that cooperative negotiators achieved higher joint gains than pro-self negotiators, and a main effect of Motivational Orientations (MO), such that pro-social negotiators attained higher joint gains than egoistic-oriented negotiators. Furthermore, the predicted interaction effect between SVO and MO, such that negotiators with a pro-self SVO attained higher joint gains in a pro-social, in contrast to an egoistic MO, condition was confirmed. This effect was fully mediated by trust. The dimension of trust that explained the SVO and MO interaction was that of concern for fellow negotiators as rated by oneself, as well as by an objective third-party observer. Implications for the strategic use of social motives and trust on effective information exchange and negotiated outcomes are discussed.

Suggested Citation

  • Shay S. Tzafrir & Rudolph Joseph Sanchez & Keren Tirosh-Unger, 2012. "Social Motives and Trust: Implications for Joint Gains in Negotiations," Group Decision and Negotiation, Springer, vol. 21(6), pages 839-862, November.
    • Handle: RePEc:spr:grdene:v:21:y:2012:i:6:d:10.1007_s10726-011-9252-8
    DOI: 10.1007/s10726-011-9252-8
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    References listed on IDEAS

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    1. De Dreu, Carsten K. W. & Boles, Terry L., 1998. "Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics, , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(3), pages 253-276, December.
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    6. Mara Olekalns & Feyona Lau & Philip L. Smith, 2007. "Resolving the empty core: trust as a determinant of outcomes in three-party negotiations," Group Decision and Negotiation, Springer, vol. 16(6), pages 527-538, November.
    7. Peter J.D. Carnevale & Edward J. Lawler, 1986. "Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 30(4), pages 636-659, December.
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    Cited by:

    1. Aaron C. Elkins & Douglas C. Derrick, 2013. "The Sound of Trust: Voice as a Measurement of Trust During Interactions with Embodied Conversational Agents," Group Decision and Negotiation, Springer, vol. 22(5), pages 897-913, September.
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    3. Mara Olekalns & Philip L. Smith, 2018. "A Satisfied Mind: Motivational Orientation, Feedback and the Subjective Value of Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 27(2), pages 179-196, April.

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