POWER, TRUST, AND FAIRNESS: COMPARISONS OF NEGOTIATED AND RECIPROCAL EXCHANGE

Abstract

While classical exchange theorists excluded bargaining from the scope of their theories, most contemporary theorists have done the opposite, concentrating exclusively on negotiated exchanges with binding agreements. This chapter describes the theoretical logic and empirical results of a new program of research comparing the effects of reciprocal and negotiated forms of exchange. As the work shows, fundamental differences between the two forms of exchange affect many of the processes addressed by current theories. Reciprocal exchanges produce weaker power use, greater feelings of trust and affective commitment, and stronger perceptions of the partner’s fairness than equivalent negotiated exchanges. I discuss the implications of this work for theories of exchange and social interaction, and outline future directions for the next phase of the research program.

Citation

Molm, L.D. (2003), "POWER, TRUST, AND FAIRNESS: COMPARISONS OF NEGOTIATED AND RECIPROCAL EXCHANGE", Thye, S.R. and Skvoretz, J. (Ed.) Power and Status (Advances in Group Processes, Vol. 20), Emerald Group Publishing Limited, Leeds, pp. 31-65. https://doi.org/10.1016/S0882-6145(03)20002-3