Market forces, negotiator frames and transaction outcomes
Market forces, negotiator frames and transaction outcomes
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市场力量、谈判框架和交易结果
DOI：
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发表时间：
1994
期刊：
影响因子：
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通讯作者：
B. Frey
中科院分区：
文献类型：
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作者：
Mara Olekalns;B. Frey
虽然隐式框架差异已被先进的买方优势的解释，必须满足两个必要的前提条件，以维持这一模式：一个示范，负框架谈判者在谈判中被淹没，买方角色标签调用一个负面的框架。对Neale、Northcraft、Magliozzi和Bazerman（1986）的模拟进行了修改，创造了一个角色中立的环境，在这个环境中，积极框架谈判者与消极框架谈判者进行谈判，从而测试了这些先决条件中的第一个。实验1发现，积极和消极框架谈判者的结果没有差异，这一发现可以归因于相对较低的市场竞争力。第二个实验，通过建立权力不平衡的谈判市场，试图增加市场分配和加强框架效应。结果表明，高权力谈判者和负框架谈判者的谈判能力都显著提高，这为内隐框架模型提供了条件支持。但与角色不同，框架与权力之间存在交互作用，说明这两个变量在功能上并不等价。这些研究结果被解释为表明，因素以外的隐式框架差异占买方优势。更一般地说，这些结果表明，框架是响应于情景变量，这些变量，通过影响谈判过程，调解谈判框架和谈判结果之间的关系。
Although implicit framing differences have been advanced as an explanation of the buyers advantage, two necessary preconditions must be met to sustain this model: a demonstration that negatively-framed negotiators are advantaged in negotiations and that buyer role labels invoke a negative frame. A modification of Neale, Northcraft, Magliozzi and Bazerman s (1986) simulation created a role-neutral setting in which positively-framed negotiators bargained against negatively-framed negotiators, thus testing the first of these preconditions. Experiment 1 found no differences in the outcomes of positively- and negatively-framed negotiators, a finding that could be attributed to relatively low market competitiveness. A second experiment, by creating power imbalanced negotiation markets, sought to increase market distributiveness and strengthen framing effects. Results showed that both high power and negatively-framed negotiators were significantly advantaged, providing conditional support for the implicit framing model, However unlike role, frame interacted with power suggesting that the two variables are not functionally equivalent. These findings are interpreted to suggest that factors other than implicit framing differences account for the buyers advantage. More generally these results suggest that frame is responsive to situational variables and that such variables, by influencing negotiation processes, mediate the relationship between negotiator frames and negotiation outcomes.