The Importance of Initial Trust, Apologies and Timing in Predicting Post-Transgression Negotiation Behaviors
Negotiators working together for the first time must rely on an initial judgment of trust to guide their behavior. Prior research underemphasizes the importance of this initial judgment, assuming that it will be overwritten as the negotiator acquires more experience with their counterpart. Across several studies we examine the enduring influence of initial trust judgments on behavior, including recovery following a transgression, and test how apologies interact with initial trust over time.
Alexandra Mislin ist Professorin für Betriebswirtschaftlehre an der American University in Washington und derzeit Visiting Fellow am CAS.