Description
Does trust matter in diplomatic negotiations? What does trust allow diplomats to do (or not do) in negotiations? The paper explores this question by using an original and unique dataset of surveys with UN diplomats, based in the national permanent missions to the UN, in New York. In particular, we look at two types of trust: a) interstate trust, i.e., trust that is shared intersubjectively between states; b) interpersonal trust, i.e., trust that is shared by individual diplomats. Does one type of trust matter and the other not? Or better, do they interact and how? Does interpersonal trust only play a role within the context of states that possess a trusting identity relationship, or do trusting interpersonal relationships between diplomats transcend state-level distrust in facilitating cooperation? In order to gauge the relative influence of interpersonal and interstate trust, we manipulate these two forms of trust in experimental vignettes. Our design is a 2 (trust in the country: low vs. high) by 2 (trust in the diplomat: low vs. high) between-subject design. We test the effects of interstate and interpersonal trust upon four types of negotiation processes and exchanges (influencing behaviour; logrolling; information sharing; flexibility).
