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

谈判团队越来越多地用于谈判，因为人们期望他们比单个谈判者取得更好的结果。相比之下，我们自己的研究表明：(a)谈判团队的经济成果通常只与团队中最成功的个人的经济成果一样好；(b)谈判各方之间的关系由于使用谈判团队而变得特别紧张。目前的研究旨在研究(a)谈判团队实际上比他们最成功的成员获得更好的经济结果，而不(b)必然使社会情感谈判结果紧张的条件。该项目的主要工作假设意味着，如果将谈判的子任务明确地分配给不同的团队成员，谈判团队将获得更好的经济成果。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，对团队成员的子任务的明确分配是系统地变化的，这种变化的后果是通过各种分析（包括对电影数据的分析）在复杂的谈判模拟中研究的。

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).