Moments in Time: Turning Points, Trust and Outcomes in Dyadic Negotiations
35 Pages Posted: 24 Sep 2002
Turning points are critical events that mark the progress of international negotiations. We tested whether turning points also influence dyadic negotiations. We found interest-based and relationship turning points resulted in increased trust. The presence of interest-based turning points improved joint outcomes, whereas the presence of characterization turning points decreased joint outcomes. We conclude that negotiators can increase trust and improve their outcomes in two ways. They can behave predictably so that their underlying motives are not subject to closer examination. They can also focus on underlying interests, a strategy that increases joint gains directly and indirectly by building trust.
Keywords: negotiation processes, turning points, trust, dyadic negotiation
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