After the deal: Talk, trust building and the implementation of negotiated agreements

Mislin, Alexandra; Campagna, Rachel; Bottom, William P.

doi:10.1016/j.obhdp.2011.01.002

Cited by 62 publications

(49 citation statements)

References 54 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Negotiators with greater emotional intelligence (EI) may not necessarily realize immediate benefits in the terms of the agreements that are reached in laboratory studies. But even the more complex laboratory tasks fail to consider the importance of long-term deal implementation and noncontracted forms of social exchange in determining the economic consequences of negotiated agreement (Mislin, Campagna, & Bottom, 2011). Negotiators with greater EI do generate enhanced social psychological outcomes such as satisfaction, liking, trust, and intentions to work again with the other party in the future.…”

Section: Laboratory Studies Of Negotiationmentioning

confidence: 99%

On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes

Sharma

Bottom

Elfenbein

2013

Organizational Psychology Review

Self Cite

107

View full text Add to dashboard Cite

According to a longstanding consensus among researchers, individual differences play a limited role in predicting negotiation outcomes. This consensus stemmed from an early narrative review based on limited data. Testing the validity of this consensus, a meta-analysis of negotiation studies revealed a significant role for a wide range of individual difference variables. Cognitive ability, emotional intelligence, and numerous personality traits demonstrated predictive validity over multiple outcome measures. Relevant criteria included individual economic value, joint economic value, and psychological subjective value for both the negotiator and counterpart. Each of the Big 5 personality traits predicted at least one outcome measure, with the exception of conscientiousness. Characteristics of research design moderated some associations. Field data showed stronger effects than did laboratory studies. The authors conclude that the irrelevance consensus was misguided, and consider implications for theory, education, and practice.

show abstract

Section: Laboratory Studies Of Negotiationmentioning

confidence: 99%

On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes

Sharma

Bottom

Elfenbein

2013

Organizational Psychology Review

Self Cite

107

View full text Add to dashboard Cite

show abstract

“…In business studies, scholars also have paid attention to trust within and between organisations individually and collectively (e.g. Doney, Cannon and Mullen 1998;Zhang, Tsui, Song, Li and Jia 2008;Mislin, Campagna and Bottom 2011; and also see Rousseau, Sitkin, Burt and Camerer's introduction to the special topic forum of The Academy of Management Review 1998). For instance, Zhang et al's (2008) study identifies different trust-building processes among individuals, such as 'calculation' (individuals calculate the costs of others' actions), 'capability' (individuals assess others' ability to accomplish promises) and 'transference' (individuals utilise others' proof sources).…”

Section: Trust In Interpersonal Interactionsmentioning

confidence: 99%

Talk, trust and information flow: work relationships between Japanese expatriate and host national employees in Indonesia

Shimoda

2013

The International Journal of Human Resource Management

View full text Add to dashboard Cite

This paper broadens the understanding of work relationships between expatriate and host national employees in transnational organisations/corporations, who have tended to be investigated separately. By exploring interpersonal interactions between expatriate and host national employees, this paper highlights the importance of their relationships in the implementation of organisational activities. With a focus on both Japanese expatriate and host national employees in a Japanese organisation in Indonesia, this ethnographic study examines the ways in which they worked in unfamiliar circumstances, managed differences and provided essential support for each other. Their transnational connections, characterised by what Granovetter calls 'the strength of weak ties', function to diffuse information and knowledge effectively. I argue the significance of 'talk', particularly small talk, as an initial action that supports such information flow and builds trust. This paper attempts to demonstrate the vital roles of expatriate and host national employees as mediators, by using network analysis as a framework. Finally, I conclude that both expatriate and host national employees, the latter often seen merely as backseat players, are in fact keys to the successful activities of transnational organisations/corporations.

show abstract

“…This work indicates that a person need not be perceived as high on all facets in order to be perceived as trustworthy; thus being perceived as benevolent alone is sufficient to be perceived as trustworthy (Mayer et al, ). Following prior research (Bottom et al, ; Mislin et al, ), we focus on the benevolence factor of trustworthiness because it refers to the perception of the relationship between two people (Mayer et al, ). We expect negotiators who feign anger to be more likely to perceive the relationship to be disrupted by the tactic as a result of the low felt benevolence and expect them to be less concerned with their counterpart's view of their integrity or ability.…”

Section: Introductionmentioning

confidence: 99%

Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements

Campagna

Mislin

Bottom

2019

Behavioral Decision Making

Self Cite

View full text Add to dashboard Cite

Prior research has identified benefits from certain emotion tactics in negotiation, particularly expressing anger to achieve short‐term gains. We demonstrate that such tactics can be strategically problematic due to their impact on an actor's emotions and felt trust. Through five studies, we find that negotiators' use of anger tactics during a negotiation increased their feelings of guilt and reduced the extent to which they felt trusted by their counterpart following the negotiation. We found this guilt to be the result of their aggressive tone and how they treated their counterpart. The guilt and diminished felt trust in turn motivated negotiators to engage in greater cooperative behaviors during the deal implementation process that benefited their counterpart, even if doing so was costly to the negotiator. Our results demonstrate that negotiator guilt and felt trust resulting from anger tactics influence the dynamic relationship between negotiators and their counterparts. This in turn has strategic implications for negotiators, who attempt to mitigate these negative feelings during the crucial implementation phase of a negotiated agreement.

show abstract

After the deal: Talk, trust building and the implementation of negotiated agreements

Cited by 62 publications

References 54 publications

On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes

On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes

Talk, trust and information flow: work relationships between Japanese expatriate and host national employees in Indonesia

Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements

Contact Info

Product

Resources

About