Social Motives and Trust: Implications for Joint Gains in Negotiations

Shay S. Tzafrir, Rudolph Joseph Sanchez, Keren Tirosh-Unger

Research output: Contribution to journalArticlepeer-review


This study examined the role of trust via contingency model in a multi-issue multi-party negotiation setting and how it relates to outcomes. Results of a laboratory experiment with 288 undergraduate students confirmed both a main effect of Social Value Orientations (SVO), such that cooperative negotiators achieved higher joint gains than pro-self negotiators, and a main effect of Motivational Orientations (MO), such that pro-social negotiators attained higher joint gains than egoistic-oriented negotiators. Furthermore, the predicted interaction effect between SVO and MO, such that negotiators with a pro-self SVO attained higher joint gains in a pro-social, in contrast to an egoistic MO, condition was confirmed. This effect was fully mediated by trust. The dimension of trust that explained the SVO and MO interaction was that of concern for fellow negotiators as rated by oneself, as well as by an objective third-party observer. Implications for the strategic use of social motives and trust on effective information exchange and negotiated outcomes are discussed.

Original languageEnglish
Pages (from-to)839-862
Number of pages24
JournalGroup Decision and Negotiation
Issue number6
StatePublished - Oct 2012


  • Joint gains
  • Motivational orientation
  • Negotiation
  • Social value orientation
  • Trust

ASJC Scopus subject areas

  • Decision Sciences (all)
  • Arts and Humanities (miscellaneous)
  • Social Sciences (all)
  • Strategy and Management
  • Management of Technology and Innovation


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