Trust and Mediation in Negotiations, a Laboratory Study

Given the practical importance of interpersonal trust in negotiations, scholars have increasingly given attention to the mechanism underlying the effect of trust and possible strategies, such as mediation, to handle low trust negotiations. However, research with direct mediator interventions in experimental settings has been rare. We sought to validate previous survey research on the effects of trust and a third-party mediator on negotiation outcomes, negotiator mindset, and perceptions of the negotiation. In our study we looked at the effects of a low trust or a high trust condition on dyadic level, as well as looking at the effect of the presence or absence of a mediator on how dyads negotiated. 38 participants, primarily female students from Leiden University, negotiated in a role-play scenario in a dispute as either a bar owner or a customer. Primary analyses showed no effects for trust on negotiation outcomes, mindset, or satisfaction. Due to severe limitations mediation was...Show moreGiven the practical importance of interpersonal trust in negotiations, scholars have increasingly given attention to the mechanism underlying the effect of trust and possible strategies, such as mediation, to handle low trust negotiations. However, research with direct mediator interventions in experimental settings has been rare. We sought to validate previous survey research on the effects of trust and a third-party mediator on negotiation outcomes, negotiator mindset, and perceptions of the negotiation. In our study we looked at the effects of a low trust or a high trust condition on dyadic level, as well as looking at the effect of the presence or absence of a mediator on how dyads negotiated. 38 participants, primarily female students from Leiden University, negotiated in a role-play scenario in a dispute as either a bar owner or a customer. Primary analyses showed no effects for trust on negotiation outcomes, mindset, or satisfaction. Due to severe limitations mediation was not analyzed. Exploratory findings showed that trust increased cooperative efforts and improved relationships, and that secondary agreements, agreements not on prices, were of importance in the negotiations. This study nuances the previously found effects of trust on negotiations and asks for more understanding of the underlying mechanisms and effects of trust.Show less

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Trust and Mediation in Negotiations, a Laboratory Study