Process gains in team negotiations by means of the explicit assignment of subtasks

通过明确分配子任务，在团队谈判中取得进展

• 批准号: 229221684
• 负责人: Professor Dr. Joachim Hüffmeier
• 金额: --
• 依托单位: Institut für Psychologie (IFP)
• 依托单位国家: 德国
• 项目类别: Research Grants
• 财政年份: 2012
• 资助国家: 德国
• 起止时间: 2011-12-31 至 2015-12-31
• 项目状态: 已结题
• 来源: https://gepris.dfg.de/gepris/projekt/229221684?language=en
• 关键词: Process; gains; team; negotiations; means

Negotiating teams are increasingly used in negotiations because it is expected that they achieve better outcomes than individual negotiators. By contrast, our own research shows that (a) the economic outcomes of negotiating teams are of often only as good as those of the most successful individuals within the teams would be and (b) the relationship between the negotiation parties is especially strained through the use of negotiating teams. The current research intends to study the conditions where (a) negotiating teams in fact achieve better economic outcomes than their most successful members without (b) necessarily straining the socio-emotional negotiation outcomes. The main working hypothesis of the project implies that negotiating teams achieve better economic outcomes if the subtasks of the negotiation are explicitly assigned to different team members. Thereby, teams can make use of their higher potential compared to individual negotiators. The current project tests this hypothesis in three complex laboratory experiments with 882 participants in total. In these experiments, the explicit assignment of subtasks to team members is systematically varied and the consequences of this variation are studied in complex negotiation simulations using various analyses (including analyses of film data).

谈判团队越来越多地用于谈判，因为人们期望他们比个人谈判者取得更好的结果。相比之下，我们自己的研究表明：（1）谈判团队的经济成果往往与团队中最成功的个人的经济成果一样好;（B）谈判双方之间的关系在使用谈判团队时尤其紧张。目前的研究打算研究的条件下，（a）谈判团队实际上实现了更好的经济成果比他们最成功的成员（B）不一定紧张的社会情绪谈判结果。该项目的主要工作假设意味着，如果谈判的子任务明确分配给不同的团队成员，谈判团队取得更好的经济成果。因此，团队可以利用他们比个人谈判者更高的潜力。目前的项目在三个复杂的实验室实验中测试了这一假设，共有882名参与者。在这些实验中，明确分配给团队成员的子任务是系统地变化的，这种变化的后果进行了研究，在复杂的谈判模拟使用各种分析（包括分析电影数据）。