Conditions and Outcomes of Trust in a Two-Person Bargaining Exercise

Authors

  • John K. Butler

Abstract

Relationships among conditions and outcomes related to trust were investigated in the context of a two-person bargaining role-play. A model of trust was used to generate seven hypotheses about the relationships among expectations, trust, information sharing, influence, and control. An additional 12 hypotheses were tested concerning the effects of established trust and information sharing on six bargaining outcomes. Participants were 232 graduate and undergraduate students in nine organizational behavior classes, which met from 1987 to 1989.

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Published

1990-03-09