Building long-term trustful relationships with counterparts is a crucial objective for many negotiators. Despite numerous “snapshot” trust studies, little is known about the dynamics of trust change as the outcome in the negotiation context. In this study, we examined how negotiators’ general trust and different types of satisfaction affect their trust change toward counterparts immediately as well as lingeringly. We conducted a negotiation simulation with 260 participants, measuring their trust one week before, immediately after, and one week after the negotiation. We found that negotiators’ general trust and outcome satisfaction were positively associated with their trust change immediately after the negotiation. In addition, negotiators’ relationship satisfaction was positively associated with their trust change over the following week. The research findings achieve a comprehensive and dynamic understanding of trust building in negotiations.

与对等方建立长期的信任关系是许多谈判者的关键目标。尽管进行了大量的“快照”信任研究，但对于谈判背景下信任变化的动态知之甚少。在这项研究中，我们研究了谈判者的普遍信任和不同类型的满意度如何立即或持久地影响他们对同行的信任变化。我们与260位参与者进行了一次谈判模拟，在谈判之前，之后和之后一周评估他们的信任度。我们发现，谈判之后，谈判者的总体信任和结果满意度与他们的信任变化呈正相关。此外，谈判人员的关系满意度与他们在接下来一周内的信任度变化呈正相关。