Trust Me, Even Against Your Instinct, I Have Reflected Upon My Decision

Authors

Antonio Cabrales, University College London
Antonio M. Espín, Middlesex University Business School
Praveen Kujal, Middlesex University
Stephen J. Rassenti, Chapman UniversityFollow

Document Type

Article

Publication Date

5-9-2017

Abstract

Trust in our partners is important for economic transactions, but time pressure might affect the level of trust we place in others. This column reports the results of an experimental game in which individuals choose how much trust to place in partners who either must respond instinctively, or have time to reflect. Less-reflective personality types incorrectly trusted their partners least when those partners had time to think. This has implications for policies which, for example, impose cooling-off periods on negotiations.

Comments

This article was originally published in VoxEu in 2017.

Recommended Citation

Cabrales, A., Espín, A. M., Kujal, P., & Rassenti, S. (2017, May 9). Trust me, even against your instinct, I have reflected upon my decision. Retrieved June 19, 2017, from http://voxeu.org/article/trust-fast-and-slow-decisions