Description
Does trust matter in diplomatic negotiations, and what does it enable diplomats to do? This paper addresses these questions using an original dataset of 170 surveys conducted with UN diplomats based in New York. We distinguish between two forms of trust: (a) interstate trust – shared, intersubjective trust between states; and (b) interpersonal trust – trust between individual diplomats. We examine whether these forms of trust operate independently or interact, asking whether interpersonal trust can facilitate cooperation even amid state-level distrust. We also consider cognitive and affective trust in the UN system, as well as the general propensity to trust. We test the effects of trust on three dimensions of negotiation behaviour: the use of distributive tactics, logrolling, and flexibility. The findings show that trust shapes some (but not all) negotiation dynamics: interpersonal trust reduces the use of distributive tactics, interstate trust enhances flexibility, and logrolling appears largely unaffected by trust levels.
