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Full-Text Articles in Social and Behavioral Sciences
Resolving The Empty Core: Trust As A Determinant Of Outcomes In Three-Party Negotiations, Mara Olekalns, Feyona Lau, Philip Smith
Resolving The Empty Core: Trust As A Determinant Of Outcomes In Three-Party Negotiations, Mara Olekalns, Feyona Lau, Philip Smith
Mara Olekalns
This research examined how trust affected resource allocation in a 3-party negotiation. Negotiators were presented with an empty core problem in which their theoretical share of resources exceeded the resources available for distribution. We tested which of three components of trust – reliability, predictability and empathy – predicted negotiators’ outcomes. We distinguished between absolute and relative trust. We found that relative trust was a more consistent predictor of individual outcomes than absolute trust and that the most trusted party in a network obtained the highest individual outcomes. This finding highlights the importance of social context in shaping trust judgements. The …
Loose With The Truth: Predicting Deception In Negotiation, Mara Olekalns, Philip Smith
Loose With The Truth: Predicting Deception In Negotiation, Mara Olekalns, Philip Smith
Mara Olekalns
Using a simulated, two-party negotiation, we examined how characteristics of the actor, target, and situation affected deception. To trigger deception, we used an issue that had no value for one of the two parties (indifference issue). We found support for an opportunistic betrayal model of deception: deception increased when the other party was perceived as benevolent, trustworthy and as having integrity. Negotiators’ goals also affected the use of deception. Individualistic, cooperative and mixed dyads responded differently to information about the other party’s trustworthiness, benevolence and integrity when deciding to either misrepresent or leverage their indifference issue. Mixed dyads displayed opportunistic …