Skip to main content
2019 International Association for Conflict Management Conference

Full Program »

Can’t I be honest? Rebuilding trust after an integrity-based violation

Transgressions involving trust violations often occur in negotiations, leading to a breakdown in exchange and future interaction. When the violation is integrity-based, research has shown that denying culpability is the most effective path toward trust recovery; an apology admits culpability and supports the perception that the perpetrator has little integrity. Yet a dishonest response may not be ideal for all individuals and relationships, and we propose that the initially negative reaction to an apology may improve with time. We conduct two studies that examine whether apologies issued after an integrity-based trust violation in a negotiation between two parties rebuild trust after a two-day (Study 1) and two-week (Study 2) delay. Our results indicate that the impact of apologizing on the transgressor’s perceived trustworthiness and victim’s willingness to cooperate improves with time. Thus, our findings offer an alternative, more honest path to rebuilding integrity-based trust: apologize and give it some time.

Alexandra Misln
American University
United States

Rachel Campagna
University of New Hampshire
United States

 


Powered by OpenConf®
Copyright ©2002-2018 Zakon Group LLC