Behaviors, Trust, and Goal Achievement in a Win-Win Negotiating Role Play
研究296名管理专业学生在双赢谈判任务中，其行为如何影响对手初始信任的变化，以及信任和行为如何影响自身目标达成。发现信息共享和追求对手利益能提升对手信任，但只有追求自身利益才能实现自身目标。
The study investigated whether negotiators' behaviors were related to changes in their opponents' initial trust, and whether trust and behaviors were related to their own goal achievement. Hypotheses were derived from a synthesis of two well-known models of mistrust and conflict. Participants were 296 management students, most of whom had supervisory experience. They performed a negotiating task with a fully integrative (win-win) solution, and provided data on their interactions and goal achievements. Increases in opponents' trust during negotiation were associated with information sharing and pursuit of the opponents' interests, but not with the pursuit of the negotiators' own interests. The achievement of negotiators' own goals was related to pursuing their own interests, but not to information sharing nor to pursuing their opponents' interests. Implications for negotiators and some apparently dysfunctional consequences of experience are discussed.