Title

Temporal Development of Interpersonal Trust in Dyadic Negotiations

Presenter Information

Tyler Knobbe

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

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Apr 15th, 1:00 PM Apr 15th, 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.