Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation
Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation
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动态估值：面对面谈判背景下的偏好变化
DOI：
10.2139/ssrn.311527
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发表时间：
2004
影响因子：
3.5
通讯作者：
L. Ross
中科院分区：
文献类型：
--
作者：
Jared R. Curhan;M. Neale;L. Ross
本研究探讨了面对面谈判背景下偏好变化的动态。参与者扮演“学生”的角色或者？经济援助官员？交换了有关学生贷款条款的建议。根据不和谐理论，参与者增加了对他们提出和/或最终接受的建议的喜爱程度。阻抗理论预测参与者会贬值从同行那里收到的提案，这一预测在信贷员中得到了证实，但在学生中却没有得到证实。两项实验操作包括对提案进行预先评级以及参与者在最初交换报价之前进行简短讨论的机会，调节了这些效果，并影响了随后的协议率以及结算后的满意度。讨论了潜在的归因机制以及这些发现对促进协议的影响。
This study examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of ?student? or ?financial aid officer? exchanged proposals regarding the terms of a student loan. In accord with dissonance theory, participants increased their liking for proposals they offered and/or ultimately accepted. The reactance theory prediction that participants would devalue proposals received from their counterparts was confirmed for loan officers, but not for students. A pair of experimental manipulations involving pre-rating of proposals and the opportunity for participants to engage in brief discussions prior to the initial exchange of offers mediated these effects and influenced subsequent rates of agreement as well as post-settlement satisfaction. Underlying attributional mechanisms and implications of these findings for facilitating agreements are discussed.
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