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Article
Moments in Time: Metacognition, Trust and Outcomes in Negotiation
Personality and Social Psychology Bulletin (2005)
  • Mara Olekalns, Melbourne Business School
  • Philip L Smith, University of Melbourne
Abstract
This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes. After completing a simulated negotiation, participants identified turning points from videotape. Turning points were then classified as substantive (interest, offer), characterization (positive, negative), or procedural (positive, negative). Pre-negotiation affective trust predicted subsequent turning points whereas pre-negotiation cognitive trust did not, suggesting that different cues influence the two types of trust. Post-negotiation cognitive trust was increased by the occurrence of interest, positive characterization, and positive procedural turning points and decreased by negative characterization turning points. Affective trust was increased by positive procedural turning points. Finally, interest turning points resulted in higher joint outcomes, whereas negative characterization turning points resulted in lower joint outcomes. We conclude that there are two paths to building trust and increasing joint gain, one through insight and one through signaling good faith intentions.
Keywords
  • turning points,
  • trust,
  • negotiation processes
Publication Date
2005
Citation Information
Mara Olekalns and Philip L Smith. "Moments in Time: Metacognition, Trust and Outcomes in Negotiation" Personality and Social Psychology Bulletin Vol. 31 (2005)
Available at: http://works.bepress.com/mara_olekalns/11/