Effect of Trust and Cultural Beliefs on Negotiation Processes: Data from an Experiential Role Play


  • Wiboon Masuchun
  • William Wisenbaker
  • John K. Butler


The purpose of this research is to determine if an experiential exercise can be used as an agent for collecting data. It is proposed that this approach to data collection yields useable results. Participants in the current study were 327 students from 14 sections of an organizational behavior course at a university in the southeastern U.S. They formed 109 triads to enact an experiential role-play with one student playing a Mexican negotiator, one an American negotiator, and a third an observer. The main and interactive effects of trust, three cultural beliefs, and nationality on negotiation processes were tested. The estimates for main and interactive effects were nearly all significant, suggesting that these role-playing games can yield useful data. Implications for practice are discussed.