Moments in time: Metacognition, trust, and outcomes in dyadic negotiations

Abstract

This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes. After completing a simulated negotiation, participants identified turning points from videotape. Turning points were then classified as substantive (interest, offer), characterization (positive, negative), or procedural (positive, negative). Prenegotiation affective trust predicted subsequent turning points, whereas prenegotiation cognitive trust did not, suggesting that different cues influence the two types of trust. Postnegotiation cognitive trust was increased by the occurrence of interest, positive characterization, and positive procedural turning points and decreased ..