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Trust Matters in Negotiation

Author

Listed:
  • Daniel Druckman

    (George Mason University
    Macquarie University, University of Queensland)

  • Fieke Harinck

    (Leiden University)

Abstract

In this article we investigate the effects of negotiator trust and mediation on negotiating behavior and perceptions. We conduct three experiments in sequence with each succeeding study building on the results of the prior study. All used the same simulated dispute between a bar owner and customers. In the first experiment we found that negotiators who trusted the bar owner’s integrity moved further on an acceptable offer scale than those that did not. Results from a second experiment showed a strong main effect for trust but no difference for the presence vs. absence of a mediator. The third experiment also found strong trust effects but no differences among three mediation approaches; facilitative, directive or transformative. However, directive mediators were seen as less helpful and influential than both facilitative and transformative mediators. The trust findings were statistically mediated by a negotiator’s mindset, which consisted of perceptions of negotiation as a win-lose contest or problem-solving debate. These findings are discussed in terms of the power of trust and the value of main effects for advancing knowledge about negotiation and mediation.

Suggested Citation

  • Daniel Druckman & Fieke Harinck, 2022. "Trust Matters in Negotiation," Group Decision and Negotiation, Springer, vol. 31(6), pages 1179-1202, December.
    • Handle: RePEc:spr:grdene:v:31:y:2022:i:6:d:10.1007_s10726-022-09796-9
    DOI: 10.1007/s10726-022-09796-9
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    References listed on IDEAS

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    1. Fieke Harinck & Daniel Druckman, 2019. "Values and Interests: Impacts of Affirming the Other and Mediation on Settlements," Group Decision and Negotiation, Springer, vol. 28(3), pages 453-474, June.
    2. Daniel Druckman & Lin Adrian & Malene Flensborg Damholdt & Michael Filzmoser & Sabine T. Koszegi & Johanna Seibt & Christina Vestergaard, 2021. "Who is Best at Mediating a Social Conflict? Comparing Robots, Screens and Humans," Group Decision and Negotiation, Springer, vol. 30(2), pages 395-426, April.
    3. Daniel Druckman & Ronald Mitterhofer & Michael Filzmoser & Sabine T. Koeszegi, 2014. "Resolving Impasses in e-Negotiation: Does e-Mediation Work?," Group Decision and Negotiation, Springer, vol. 23(2), pages 193-210, March.
    4. Dejun Tony Kong & Robert B. Lount & Mara Olekalns & Donald L. Ferrin, 2017. "Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 15-21, January.
    5. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    6. Dirks, Kurt T. & Kim, Peter H. & Ferrin, Donald L. & Cooper, Cecily D., 2011. "Understanding the effects of substantive responses on trust following a transgression," Organizational Behavior and Human Decision Processes, Elsevier, vol. 114(2), pages 87-103, March.
    7. 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.
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