Tasa, KevinJi, Mingshuang2024-07-182024-07-182024-02-212024-07-18https://hdl.handle.net/10315/42119This 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.Author owns copyright, except where explicitly noted. Please contact the author directly with licensing requests.Organizational behaviorManagementElectronic Thesis or Dissertation2024-07-18Dyadic trustNegotiationCongruence and asymmetryIntegrative behaviorsDistributive behaviorsSubjective values