The Social Context of Negotiation
The Social Context of Negotiation
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谈判的社会背景
DOI：
10.1177/0022002793037004003
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发表时间：
1993
影响因子：
3.1
通讯作者：
Elizabeth Newton
中科院分区：
文献类型：
--
作者：
Roderick M. Kramer;P. Pommerenke;Elizabeth Newton
本研究考察了社会认同和人际问责对谈判者判断和决策的影响。使用来自社会身份理论的论点，作者假设，共同或共享的社会身份的显着性将提高谈判者对另一方结果的关注，从而导致更大的平等偏好。根据最近关于责任感对判断和决策的影响的研究，他们还认为，当谈判者之间的人际责任感高时，对结果平等的偏好会更强。为了调查这些假设，作者进行了一项实验室研究。本研究采用2 × 2设计，其中个体的社会认同水平（低与高）和人际问责程度（低与高）的显着性是不同的。结果支持这两个主要假设。研究结果进行了讨论，在他们的影响，谈判者的认知和行为的社会语境的帐户。作者认为，一个社会语境主义的帐户揭示了为什么谈判者的结果往往偏离那些预测的规范或理性的谈判模式。
The present research investigated the effects of social identification and interpersonal accountability on negotiator judgment and decision making. Using arguments derived from social identity theory, the authors hypothesized that salience of a common or shared social identity will heighten negotiators' concern about the other party's outcomes, resulting in a preference for greater equality. Extrapolating from recent research on the effects of accountability on judgment and decision making, they also argued that preference for equality of outcomes will be stronger when interpersonal accountability between negotiators is high. To investigate these hypotheses, the authors conducted a laboratory study. The study employed a 2 × 2 design, in which the salience of individuals' level of social identification (low versus high) and degree of interpersonal accountability (low versus high) was varied. The results supported both of the major hypotheses. The findings are discussed in terms of their implications for a social contextualist account of negotiator cognition and behavior. The authors argue that a social contextualist account sheds light on why negotiators' outcomes often deviate from those predicted by normative or rational models of bargaining.
DOI：
10.1007/978-1-4899-2115-4
发表时间：
1988
期刊：
--
影响因子：
--
作者：
Allan Lind;John Thibaut;L. Walker;EA Lind;TR Tyler
通讯作者：
Allan Lind;John Thibaut;L. Walker;EA Lind;TR Tyler
影响因子：
1.9
作者：
J. Duckitt
通讯作者：
J. Duckitt