Concepedia

Negotiator Trust

Negotiator Trust is a psychological construct denoting the degree of confidence one party places in the reliability, integrity, and benevolence of another party during a business negotiation.

43

Publications

3.1K

Citations

77

Authors

56

Institutions

Publications per year

2017–2026

8

Parents

Publications

43

Using the Machiavellianism instrument to predict trustworthiness in a bargaining game

Anna Gunnthorsdottir, Kevin McCabe, Vernon L. Smith · Journal of Economic Psychology · 2002 · 435 citations

, , +8

Online bargaining and interpersonal trust.

Charles E. Naquin, Gaylen D. Paulson · Journal of Applied Psychology · 2003 · 268 citations

, , +10

Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research

Dejun Tony Kong, Kurt T. Dirks, Donald L. Ferrin · Academy of Management Journal · 2013 · 237 citations · Full text

, , +17

Social motives and trust in integrative negotiation: The disruptive effects of punitive capability.

Carsten K. W. De Dreu, Ellen Giebels · Journal of Applied Psychology · 1998 · 211 citations

, , +9

NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS

Bianca Beersma, Carsten K. W. De Dreu · International Journal of Conflict Management · 1999 · 183 citations

, , +16

1–5 of 43

Authors

77

  1. MO
    Mara Olekalns

    The University of Melbourne, Australia

    5 publications · 255 citations

    5

    h-index

  2. CK
    Carsten K. W. De Dreu

    University of Amsterdam, Netherlands

    4 publications · 440 citations

    4

    h-index

  3. JM
    Jeanne M. Brett

    Northwestern University, United States

    3 publications · 83 citations

    3

    h-index

  4. PL
    Philip L. Smith

    The University of Melbourne, Australia

    3 publications · 178 citations

    3

    h-index

  5. EG
    Ellen Giebels

    University of Twente, Netherlands

    3 publications · 257 citations

    3

    h-index

1–5 of 77

Institutions

56

  1. The University of Melbourne

    Melbourne, Australia

    5 h-index

    11 publications

    533 citations

  2. University of Amsterdam

    Amsterdam, The Netherlands

    3 h-index

    4 publications

    422 citations

  3. University of Groningen

    Groningen, The Netherlands

    3 h-index

    4 publications

    438 citations

  4. The Ohio State University

    Columbus, United States

    3 h-index

    4 publications

    365 citations

  5. University of Richmond

    Richmond, United States

    2 h-index

    2 publications

    278 citations

  6. Northwestern University

    Evanston, United States

    2 h-index

    2 publications

    51 citations

  7. Ben-Gurion University of the Negev

    Beersheba, Israel

    2 h-index

    5 publications

    109 citations

  8. George Mason University

    Fairfax, United States

    2 h-index

    2 publications

    77 citations

1–8 of 56

Venues

  1. International Journal of Conflict Management

    4 publications · 267 citations

    4

    h-index

  2. Journal of Applied Psychology

    3 publications · 503 citations

    3

    h-index

  3. Journal of Organizational Behavior

    OB · 2 publications · 64 citations

    2

    h-index

  4. Business Ethics Quarterly

    BEQ · 2 publications · 159 citations

    2

    h-index

  5. Group Decision and Negotiation

    2 publications · 89 citations

    2

    h-index

1–5