Process Gains and Process Losses in Negotiations

以往的谈判研究主要涉及认知和动机过程及其对谈判结果质量的影响。迄今被忽视的是，谈判各方之间的社会互动进程如何影响结果的质量。具体而言，谈判各方之间的社会互动如何优于不涉及冲突各方之间的社会互动的其他形式的混淆干预(例如，第一要约仲裁)仍然是一个重要问题。群体研究不断表明，群体内的社会互动并不总是导致预期的过程收益，而是过程损失。将这些发现应用到谈判研究领域，人们可能会预测--取决于某些前提条件--人们还应该期待在谈判中发现过程中的得失。本研究的主要目标是调查和确定在谈判中导致过程损失与收益的条件。

Previous negotiation research has mainly dealt with cognitive and motivational processes and their impact on the quality of negotiation outcomes. What has been neglected so far is how the process of social interaction between the negotiating parties affects the quality of outcomes. Specifically, it remains an important question how the social interaction between negotiating parties is superior respectively inferior to other forms of confict intervention that do not involve social interaction between the conflicting parties (e.g. first-offer arbitration). Group research has continously shown that social interaction within groups does not always lead to anticipated process gains but rather to process losses. Applying these findings to the field of negotiation research one may predict that - dependending on certain preconditions - one should also expect to find process gains and losses in negotiations. The major goal of the present reserach is to investigate and define conditions leading to process losses versus gains in negotiations.