Perceived Versus Actual Transparency of Goals in Negotiation
Perceived Versus Actual Transparency of Goals in Negotiation
复制标题
谈判中目标的感知与实际透明度
DOI：
10.1177/0146167298244004
复制
发表时间：
1998
影响因子：
4
通讯作者：
S. Claude
中科院分区：
文献类型：
--
作者：
J. D. Vorauer;S. Claude
研究1中的参与者要么与“幻影”第二谈判者进行谈判，要么观察谈判。谈判者判断观察者是否能够从他们的行为中准确地辨别出他们的目标;观察者判断谈判者的目标。结果表明，谈判者高估了他们的目标的透明度。目标显著性和沟通约束之间的相互作用也很明显：当沟通受到高度约束时，谈判者只有在被引导专注于目标时才会高估自己的透明度;当沟通受到较少约束时，谈判者会高估自己的透明度，而不管目标显著性如何。研究2表明，动机的力量是不必要的透明度高估发生：观察员了解谈判者的目标也高估了在何种程度上，他或她的目标将是透明的一个不知情的观察员。
Participants in Study 1 either engaged in a negotiation with a '"phantom "second negotiator or observed the negotiation. Negotiators judged whether the observer would be able to accurately discern their goals from their behavior; observers judged the negotiator's goals. Results indicated that negotiators overestimated the transparency of their objectives. An interaction between goal salience and constraints on communication was also evident: When communication was highly constrained, negotiators overestimated their transparency only when they were led to focus on their goals; when communication was less constrained, negotiators overestimated their transparency regardless of goal salience. Study 2 revealed that motivational forces are not necessary for transparency overestimation to occur: Observers informed about a negotiator's goals also overestimated the extent to which his or her goals would be transparent to an uninformed observer.
影响因子：
22.4
作者：
KENNY, DA;DEPAULO, BM
通讯作者：
DEPAULO, BM
沟通中知识的协调：说话者对其他人所知的假设的影响。
影响因子：
7.6
作者：
Fussell,SR;Krauss,RM
通讯作者：
Krauss,RM