Moments in Time: Turning Points, Trust and Outcomes in Dyadic Negotiations

35 Pages Posted: 24 Sep 2002

See all articles by Mara Olekalns

Mara Olekalns

University of Melbourne - Melbourne Business School

Philip Smith

University of Melbourne - Department of Psychology

Abstract

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

Suggested Citation

Olekalns, Mara and Smith, Philip L., Moments in Time: Turning Points, Trust and Outcomes in Dyadic Negotiations. Available at SSRN: https://ssrn.com/abstract=320741 or http://dx.doi.org/10.2139/ssrn.320741

Mara Olekalns (Contact Author)

University of Melbourne - Melbourne Business School ( email )

200 Leicester Street
Carlton, Victoria 3053 3186
Australia
+61 3 9349 8146 (Phone)
+61 3 9349 8133 (Fax)

Philip L. Smith

University of Melbourne - Department of Psychology ( email )

School of Behavioural Science
Victoria 3010
Australia
+61 3 8344 6343 (Phone)

Register to save articles to
your library

Register

Paper statistics

Downloads
246
Abstract Views
2,370
rank
124,160
PlumX Metrics