The current research uses the now-classic Trust Game and introduces a new, simultaneous version of the game to investigate whether people display trust as an influence tactic. Purely personal trusting decisions should lead trustors to send equivalent amounts in both versions of the game;...

Although contracts provide safeguards against risk, they can also signal low expectations for a relationship (e.g., suggesting a prenuptial agreement.) Three studies document how attempts to create more complete contracts, driven by a desire to effectively manage the potential pitfalls in a...

Rather than acting as a safeguard, contracts may actually damage relationships. Using field and lab studies, we assessed the effects of contracts on contract formation, implementation, and ultimate outcomes. Studies 1 and 2 showed that the presence of a contract led people to anticipate more...