Social Perception in Negotiation

这是一个雄心勃勃的建议， 谈判行为中的社会判断研究。 尽管 谈判的重要性，大量证据表明， 谈判者往往不能取得互利的结果。 低效率的谈判进程减少了社会的资源， 生产力，并增加社会的冲突和自我， 破坏性。 拟议研究的目的是 研究为什么谈判者经常达成次优决策 战略布局 一个理论模型，社会感知模型，提出， 专注于沟通，判断准确性，行为， 结果。 该模型的主要预测是， 谈判者对另一方的看法决定了 谈判结果。 此外，不准确的判断可能会导致 由于信息交流不足， 相关信息，或未能将联合收割机信息结合起来， 判断对方的利益。 四项研究 提出了研究模型的影响。 实验 承诺增进我们对谈判的理解， 健全的理论，并确定因素，将改善 谈判的结果。

This is an ambitious proposal to conduct empirical and theoretical research on social judgment in negotiation behavior. Despite the importance of negotiation, substantial evidence suggests that negotiators frequently fail to attain mutually beneficial outcomes. Inefficient negotiation processes reduce society's resources and productivity, and increase society's conflicts and self- destructiveness. The purpose of the proposed research is to examine why negotiators often arrive at sub-optimal decision strategies. A theoretical model, the Social Perception model, is presented that focuses on communication, judgment accuracy, behavior, and outcomes. The major prediction from the model is that the accuracy of negotiators' perceptions of the other party determines negotiation outcomes. Moreover, inaccurate judgments may result from insufficient information exchange, failure to attend to relevant information, or failure to combine information to make a judgment about the other party's interests. Four research studies are proposed to examine implications of the model. The experiments promise to advance our understanding of negotiation, to contribute to sounder theory, and to identify factors that will improve the outcome of negotiation.