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Exploring the Impact of Self-Disclosure on Trust, Professionalism, and Willingness to Cooperate in Crisis Negotiations
Freytag, J.F. (2025) Exploring the Impact of Self-Disclosure on Trust, Professionalism, and Willingness to Cooperate in Crisis Negotiations.
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| Abstract: | Suicide crisis negotiation requires negotiators to build trust and guide individuals toward safe resolutions under unpredictable and emotionally heightened conditions. A widely implemented trust-building technique in therapeutic and investigated settings is self-disclosure. This study investigated whether varying levels of self-disclosure by a negotiator influence perceived trust, willingness to cooperate, and perceived professionalism in suicide intervention scenarios. In a between-subjects design, participants (n= 80) were randomly assigned to one of three negotiation scenarios (no, moderate, or excessive self-disclosure) and then completed a survey assessing their impressions of trust and professionalism of the negotiator, as well as their tendency for cooperation. It was hypothesised that moderate self-disclosure would lead to higher trust and cooperation, compared to no and excessive disclosure, and that excessive disclosure would lower professionalism, compared to moderate and no disclosure. In contrast to expected findings, no statistically significant effects of self-disclosure were found for any of the outcome variables. These findings suggest that the effects of self-disclosure may not directly translate to crisis negotiation contexts. Yet, this study highlights the need for future research to use more immersive, ecologically improved design methods and targeted samples to further uncover potential effects of self-disclosure as a tool in high-stakes crisis communication. |
| Item Type: | Student Thesis (Bachelor) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 77 psychology |
| Programme: | Psychology BSc (56604) |
| Link to this item: | https://purl.utwente.nl/essays/106694 |
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