A classification of bargaining steps and their impact on negotiation outcomes
A classification of bargaining steps and their impact on negotiation outcomes
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DOI：
10.1007/s10726-008-9106-1
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发表时间：
2008-09-01
影响因子：
3
通讯作者：
Vetschera, Rudolf
中科院分区：
文献类型：
--
作者：
Filzmoser, Michael;Vetschera, Rudolf
在这篇文章中，我们发展了一种多问题谈判的谈判步骤类型，它是从单一问题的可能变化中衍生出来的。通过考虑这些变化的所有组合，我们创建了一致的步骤分类。这一分类构成了对不同类型的谈判步骤对谈判的各个结果层面的影响进行实证分析的基础。我们在对现有谈判数据进行事后分析的基础上进行了探索性分析，这些数据是使用基于互联网的谈判支持系统在几年内收集的。实证结果表明，滚木策略有很强的正面影响，而坚持达成协议的机会等硬策略则有负面影响。与预期相反，强硬的策略并不能提高协议的效率。
In this paper, we develop a typology of bargaining steps for multi-issue negotiations, which is derived from possible changes in single issues. By considering all combinations of such changes, we create a consistent classification of steps. This classification forms the basis of an empirical analysis of the impact of different types of bargaining steps on various outcome dimensions of negotiations. We perform an exploratory analysis based on an ex-post analysis of existing negotiation data, which was collected over several years using an Internet-based negotiation support system. Empirical results indicate a strong positive impact of log-rolling strategies and a negative impact of "hard" tactics like insistence on the chances of reaching an agreement. Contrary to expectations, hard tactics do not improve the efficiency of agreements.