Understanding the Causes of Bargaining Impasses

了解谈判僵局的原因

• 批准号: 9409723
• 负责人: Linda Babcock
• 金额: $ 2.93万
• 依托单位: Carnegie-Mellon University
• 依托单位国家: 美国
• 项目类别: Standard Grant
• 财政年份: 1994
• 资助国家: 美国
• 起止时间: 1994-08-01 至 1996-01-31
• 项目状态: 已结题
• 来源: https://www.nsf.gov/awardsearch/showAward?AWD_ID=9409723&HistoricalAwards=false
• 关键词: Understanding; Causes; Bargaining; Impasses

ABSTRACT Babcock, Linda C. Carnegie-Mellon University SBR-9409723 The PI proposes to investigate the role of uncertainty in causing self-serving biases which lead, in turn, to bargaining impasses. In the proposed study both field data and experimental manipulations will be used to investigate this issue. First, educators will be surveyed concerning their reservation values in a hypothetical labor dispute. Ambiguity will be manipulated by varying the range of salaries of other school districts. Second, teachers will be asked in the survey what is the geographical area they use in deciding which neighboring school districts are proper bases of comparison for salary determinations. A geographic information system and archival data will be used to investigate the relation between the characteristics of these comparison districts and teacher negotiation behavior. The general hypothesis in this investigation is that ambiguity, defined as variance in comparison group salaries, leads to fewer successfully negotiated settlements.

摘要巴布科克，琳达·C·卡内基-梅隆大学SBR-9409723国际和平研究所建议调查不确定性在导致自私偏见中所起的作用，这些偏见反过来又会导致谈判僵局。在拟议的研究中，将使用现场数据和实验操作来研究这一问题。首先，教育工作者将接受调查，了解他们在一场假想的劳资纠纷中的保留价值。将通过改变其他学区的工资范围来操纵模棱两可的情况。其次，在调查中，教师将被问及他们在决定哪些邻近的学区是确定薪资决定的适当比较基础时所使用的地理区域。本研究将利用地理信息系统和档案数据来研究这些比较地区的特征与教师协商行为之间的关系。这项调查中的一般假设是，模糊性(定义为比较组工资的差异)导致成功谈判达成的和解协议较少。