Trust congruence among integrative negotiators as a predictor of joint‐behavioral outcomes
International Journal of Conflict Management
ISSN: 1044-4068
Article publication date: 24 April 2009
Abstract
Purpose
The purpose of this paper is to describe why trust congruence is important to negotiation, illustrate potential types of trust congruence in negotiating dyads, and link those types of congruence to joint‐behavioral outcomes.
Design/methodology/approach
Studies pertinent to negotiators' trust in one another are reviewed, and based on prior theoretical and empirical work, propositions are developed to posit how different types of trust congruence or incongruence can predict joint‐behavioral outcomes in an integrative negotiation context.
Findings
This analysis offers a potentially valuable framework for deepening the understanding of how trust affects interpersonal relationships and the negotiations that occur within them.
Originality/value
This paper extends prior work on trust that has linked unilateral trust in one's negotiating partner to behavioral outcomes by considering how a bilateral measure of trust (trust congruence) will affect these outcomes.
Keywords
Citation
Tomlinson, E.C., Dineen, B.R. and Lewicki, R.J. (2009), "Trust congruence among integrative negotiators as a predictor of joint‐behavioral outcomes", International Journal of Conflict Management, Vol. 20 No. 2, pp. 173-187. https://doi.org/10.1108/10444060910949621
Publisher
:Emerald Group Publishing Limited
Copyright © 2009, Emerald Group Publishing Limited