Understanding the Causes of Bargaining Impasses

摘要 Babcock，琳达C. 贝吉-梅隆大学SBR-9409723 PI建议调查不确定性在导致自私偏见方面的作用，而自私偏见反过来又导致讨价还价陷入僵局。 在拟议的研究中，现场数据和实验操作将被用来调查这个问题。 首先，教育工作者将调查他们的保留价值观在一个假设的劳动纠纷。 模糊性将通过改变其他学区的工资范围来操纵。 其次，教师将在调查中被问到，他们在决定哪些邻近学区是确定工资的适当比较基础时使用的地理区域是什么。本研究将利用地理资讯系统与档案资料，探讨这些比较地区的特性与教师谈判行为之间的关系。 在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，导致更少的成功谈判解决方案。

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.