MULTIPLE MEANINGS OF TRUST IN NEGOTIATION THEORY AND RESEARCH - A LITERATURE-REVIEW AND INTEGRATIVE MODEL

The present paper reviews the research literature on trust in bal gain ing and mediation. Several models of tryst within the bargaining proce ss are also described It is concluded that trust means different thing s, depending upon the relationship under investigation. Trust among ne gotiators can refer to a personality ti ait (how trusting a negotiator is of others) or to a temporary state. Within the state perspective, trust Often refers to one of three orientations: (1) cooperative motiv ational orientation (MO), (2) patterns of predictable behavior, (3) a problem-solving orientation. Trust between a negotiator and constituen ts usually refers to a cooperative MO (i.e., shared loyalty) between t hese two groups. The addition of a mediator can impact both the opposi ng negotiators' relationship and each negotiator-constitutent relation ship; the mediator also has direct and indirect relationships with the parties and their constituents. Future directions for research on tru st are identified.