First working paper research seminar of the SUIBE key lab data science will be held on:

Friday November 4th

at 1 pm

Room 409, information building

Speaker: Professor ZHANG Jian Dong, School of Management, SUIBE

Topic: Effect of Trust on Anchoring

Abstract：
This article investigates how trust affects anchoring in negotiation. According to the rationale of selective accessibility, negotiators are both anchored or de-anchored due to the anchor-consistent or -inconsistent information they access. Trust is one of the most important information in negotiation. The various trust information accessed by negotiators would have an effect on anchoring. We found that negotiators in low trust condition was less anchored than those in high trust condition. Our findings highlight the role of trust in anchoring

Brief bio:

Jian-Dong Zhang is an Associate Professor at Management School, Shanghai University of International Business and Economics, China. His research includes negotiation and cross-cultural negotiation. His current research explores trust, deception, and anchoring in negotiation. He received his Ph.D. in Management from Fudan University.

Publications：

[1] Liu, W., Liu, L.A., & Zhang, J.D. 2015. How to Dissolve Fixed-Pie Perceptions in Negotiation? Social Antecedents and the Mediating Effect of Mental Model Adjustment. Journal of Organizational Behavior, 37(1): 85-107.

[2] Zhang, J.D., Liu, L.A., & Liu, W. 2015. Trust and deception: The culturally divergent effect. Management and Organization Review, 11(1):123–144.