Temporal Development of Interpersonal Trust in Dyadic Negotiations
Department
Business and Information Technology
Major
Information Science and Technology
Research Advisor
Hanke, Ralph C.
Advisor's Department
Business and Information Technology
Abstract
Recent work shows that the relationship between trust and negotiation outcomes is integral to organizational functioning. However, the study of this relationship is largely incomplete, and strikingly little research considers how interpersonal trust develops within and across negotiation events. Particularly, little is known about how trust dynamics change over time as the focus of negotiations move between integrative and distributive outcomes. We present a model for the temporal development of trust in dyadic negotiations and propose further empirical exploration of the development of trust within and across multiple rounds of temporally separated negotiation events. Finally, we outline a method for further investigation into how the development or the disintegration of interpersonal trust affects negotiation outcomes, outcome satisfaction, and trust reciprocity. This work is aimed for submission in January 2016 to a special issue on Trust in Negotiations and Repeated Bargaining in the Journal of Trust Research.
Biography
Tyler Knobbe is a senior in Information Science & Technology. He will be joining Deloitte Technology Consulting as a Business Technology Analyst in July. His prior work experiences include an internship in software engineering with Boeing, a co-op in user experience with Monsanto, and an internship in new business development with PG Shocks. Tyler has been working with Dr. Hanke since the beginning of the Spring 2015 semester. In addition to his work with Dr. Hanke, Tyler serves as an assistant manager for the LITE lab and works as an independent web consultant.
Research Category
Research Proposals
Presentation Type
Poster Presentation
Document Type
Poster
Location
Upper Atrium/Hall
Presentation Date
15 Apr 2015, 1:00 pm - 3:00 pm
Temporal Development of Interpersonal Trust in Dyadic Negotiations
Upper Atrium/Hall
Recent work shows that the relationship between trust and negotiation outcomes is integral to organizational functioning. However, the study of this relationship is largely incomplete, and strikingly little research considers how interpersonal trust develops within and across negotiation events. Particularly, little is known about how trust dynamics change over time as the focus of negotiations move between integrative and distributive outcomes. We present a model for the temporal development of trust in dyadic negotiations and propose further empirical exploration of the development of trust within and across multiple rounds of temporally separated negotiation events. Finally, we outline a method for further investigation into how the development or the disintegration of interpersonal trust affects negotiation outcomes, outcome satisfaction, and trust reciprocity. This work is aimed for submission in January 2016 to a special issue on Trust in Negotiations and Repeated Bargaining in the Journal of Trust Research.
