A Dyadic Understanding of Trust in Negotiations: The Role of Congruent and Asymmetric Trust States

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dc.contributor.advisorTasa, Kevin
dc.contributor.authorJi, Mingshuang
dc.date.accessioned2024-07-18T21:16:31Z
dc.date.available2024-07-18T21:16:31Z
dc.date.copyright2024-02-21
dc.date.issued2024-07-18
dc.date.updated2024-07-18T21:16:31Z
dc.degree.disciplineAdministration
dc.degree.levelDoctoral
dc.degree.namePhD - Doctor of Philosophy
dc.description.abstractThis dissertation examines the role of trust congruence and asymmetry in negotiation using a dyadic perspective. Based on theories of trust congruence and social balance, I hypothesize that negotiation dyads are more likely to achieve favorable subjective outcomes when their trust levels are aligned rather than divergent, and this relationship will be mediated by integrative and distributive behaviors. Two studies were conducted to test the research model, and polynomial regression with surface analysis was used for data analyses. In Study 1, data was collected from 120 MBA students (60 dyads) using a conflict resolution exercise. Findings of this study provide preliminary evidence for the role of different dyadic trust states on negotiation, suggesting a positive effect of trust congruence and a negative impact of trust incongruence on subjective negotiation outcomes. With an enhanced research design, Study 2 manipulated different states of dyadic trust among 242 undergraduate students (121 dyads) using a negotiation exercise in which negotiators must overcome an apparent negative bargaining zone by sharing information. Results of Study 2 re-confirm the positive impact of trust congruence and the negative impact of trust asymmetry on negotiation outcomes, and these impacts are partially mediated by integrative behaviors. In general, findings of this dissertation enhance our understanding of the role of trust in negotiation, by suggesting that it is more about the dyadic ‘balance’ between two negotiators within the dyad, besides the absolute level of individual trust, which makes trust favorable in negotiation contexts. This dissertation fills a critical gap in the literature by empirically assessing the role of different dyadic states of trust in negotiation and validating the theory of trust congruence. Practically, findings of this dissertation inform negotiators of the temporal and interactive nature of trust and highlight the importance of adaptivity and alignment during negotiations.
dc.identifier.urihttps://hdl.handle.net/10315/42119
dc.languageen
dc.rightsAuthor owns copyright, except where explicitly noted. Please contact the author directly with licensing requests.
dc.subjectOrganizational behavior
dc.subjectManagement
dc.subject.keywordsDyadic trust
dc.subject.keywordsNegotiation
dc.subject.keywordsCongruence and asymmetry
dc.subject.keywordsIntegrative behaviors
dc.subject.keywordsDistributive behaviors
dc.subject.keywordsSubjective values
dc.titleA Dyadic Understanding of Trust in Negotiations: The Role of Congruent and Asymmetric Trust States
dc.typeElectronic Thesis or Dissertation

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