Discovery Projects - Grant ID: DP0342967

Funding Activity

Website
http://dataportal.arc.gov.au/NCGP/Web/Grant/Grant/DP0342967

Funding Status
Closed

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Funded Activity Summary

The Dynamics of Trust in Negotiation: Implications for Strategy and Outcomes. Despite the benefits of cooperation, negotiators frequently choose competitive strategies. This reduces their ability to build enduring solutions that meet both negotiators' needs. In this project, we investigate the role of trust in fostering cooperation. Although trust is a pre-requisite for cooperation, negotiation research is yet to systematically explore how trust is built, sustained and violated. We test how first impressions establish trust and how patterns of communication sustain trust. We also test how salient events punctuate negotiations and alter trust. Our goal is to identify those processes that facilitate trust and cooperation in negotiation.

Funded Activity Details

Start Date: 19-05-2003

End Date: 31-12-2006

Funding Scheme: Discovery Projects

Funding Amount: $105,000.00

Funder: Australian Research Council

Research Topics

ANZSRC Field of Research (FoR)

Industrial And Organisational Psychology | Psychology

ANZSRC Socio-Economic Objective (SEO)

Behavioural and cognitive sciences |

Other Keywords

Behavioural and cognitive sciences | Industrial And Organisational Psychology | Psychology

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