The change and convergence of mental models have received increasing attention, while the antecedents have been under researched. The purpose of this study is to explore under which conditions people are likely to change and converge their mental models in the context of dyadic negotiation....

We investigate how trust reduces the tendency to use deception in negotiations from a culturally contextual perspective. We find culturally divergent patterns across Chinese and American negotiators. Specifically, for Chinese negotiators, cognition-based trust decreases the approval of using...