Druckman, Daniel; Olekalns, Mara - In: Journal of Conflict Resolution 57 (2013) 6, pp. 966-990
context: transaction costs, dependence, or shared identity. They were asked to respond to the crisis with a decision to reach … negotiation. Shared identity did not affect negotiators preference across alternative courses of action. Affective trust amplified … high affective trust. High cognitive trust encouraged negotiators to continue the negotiation if they had a shared identity …