Regulatory focus at the bargaining table: Promoting distributive and integrative success
Regulatory focus at the bargaining table: Promoting distributive and integrative success
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DOI：
10.1177/0146167205276429
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发表时间：
2005-08-01
影响因子：
4
通讯作者：
Mussweiler, T
中科院分区：
文献类型：
--
作者：
Galinsky, AD;Leonardelli, GJ;Mussweiler, T
作者证明，在二元谈判中，具有促进调节重点的谈判者在两个方面比具有预防调节重点的谈判者取得上级结果。首先，促销焦点导致谈判者在谈判桌上要求更多的资源。在前两项研究中，以促销为中心的谈判者更关注他们的目标价格（即，他们的理想结果），并取得了更有利的分配结果比预防为重点的谈判。第二个研究还揭示了一个重要的中介过程：谈判者与促进重点作出了更极端的开放提供对他们有利。第二，促销焦点会让谈判者在谈判桌上创造更多的资源，使双方都受益。关系的第三项研究表明，在一个多问题的谈判，促进重点增加的可能性，一个二元组实现了联合最优或帕累托有效的结果相比，重点二元组。讨论的重点是在社会互动的调节焦点的作用，并介绍了互动配合的概念。
The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion-focused negotiators paid more attention to their target prices (i.e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention-focused negotiators. The second study also reveals an important mediating process: Negotiators with a promotion focus made more extreme opening offers in their favor. Second, a promotion focus leads negotiators to create more resources at the bargaining table that benefit both par. ties. A third study demonstrated that in a multi-issue negotiation, a promotion focus increased the likelihood that a dyad achieved a jointly optimal or Pareto efficient outcome compared focused dyads. The discussion focuses on the role of regrulatory focus in social interaction and introduces the notion of interaction fit.