Mental Accounting in Negotiations

谈判中的心理账户

• 批准号: 371820038
• 负责人: Professor Dr. Roman Trötschel
• 金额: --
• 依托单位: Institut für Psychologie (IFP)
• 依托单位国家: 德国
• 项目类别: Research Grants
• 资助国家: 德国
• 项目状态: 未结题
• 来源: https://gepris.dfg.de/gepris/projekt/371820038?language=en
• 关键词: Mental; Accounting; Negotiations

Based on previous research on mental-accounting (Thaler, 1999; Kahneman & Tversky, 1984) and recent studies on process frames in negotiations (Trötschel, Loschelder, Höhne, & Majer, 2015) a decision-making process model of mental accounting in negotiations is introduced. The research project seeks to empirically test this model. In the model five conceptually delineated steps of mental accounting are described: 1) mental parsing, 2) mental budgeting, 3) mental balancing, 4) outcome editing, and 5) mental closing. The empirical test of the model and its different steps may lead to new insights within the negotiation and the decision-making literature: From the perspective of negotiation research a new theoretical approach is introduced that helps to investigate psychological processes that have not been considered so far (e.g., mental parsing, mental balancing). Moreover, the model offers a theoretical framework for different psychological processes that have been considered to be unrelated (e.g., process-framing, agenda-setting). From the perspective of decision-making research a well-established concept of consumer research will be tested in a context that allows for the social interaction between the decision-makers. Thus, combining two different lines of research may lead to new theoretical and practical perspectives on decision-making research in general and negotiation research in particular.

基于先前对心理账户的研究（Thaler，1999；Kahneman & Tversky，1984）和最近对谈判过程框架的研究（Trötschel，Loschelder，Höhne，＆Majer，2015），引入了谈判中心理账户的决策过程模型。该研究项目旨在实证检验该模型。 该模型描述了心理核算的五个概念性步骤：1）心理解析，2）心理预算，3）心理平衡，4）结果编辑，5）心理结束。该模型及其不同步骤的实证检验可能会在谈判和决策文献中带来新的见解：从谈判研究的角度引入了一种新的理论方法，有助于研究迄今为止尚未考虑的心理过程（例如心理解析、心理平衡）。此外，该模型为被认为不相关的不同心理过程（例如，过程框架、议程设置）提供了理论框架。从决策研究的角度来看，一个完善的消费者研究概念将在允许决策者之间进行社会互动的背景下进行测试。因此，结合两种不同的研究方向可能会为一般决策研究，特别是谈判研究带来新的理论和实践视角。