Sleep Deprivation and Compensation in Negotiations

谈判在解决社会冲突方面发挥着至关重要的作用，例如联盟谈判或集体谈判。这种谈判经常在急性睡眠剥夺的条件下进行（例如，英国脱欧谈判或德国联邦政府与联邦州之间关于COVID-19指导方针的谈判。在研究项目“睡眠剥夺在整合谈判中的影响”中，我们首次对睡眠剥夺在谈判中的影响进行了实证检验。这个项目的出发点是假设睡眠剥夺会危及谈判中整合潜力的使用。谈判中的整合潜力来自于谈判双方对不同谈判议题的不同优先级。必须认识到不同的优先事项，并在相互支持的过程中加以利用，以取得更高的共同成果。我们认为，睡眠剥夺损害了开发的整合潜力。我们假设，三个不同的机制是负责这种效果：认知能力降低，认知动机降低，和受损的观点采择。然而，在两个对照实验室研究与实验诱导的睡眠剥夺（一个晚上的总睡眠剥夺）和模拟谈判的第二天早上，没有实证支持被发现的假设睡眠剥夺的负面影响的质量协议（使用整合潜力）。在这些研究中，我们发现证据表明，睡眠剥夺造成的个人损害可能已经减轻了谈判过程中的补偿努力。一项对德国政治家的定性访谈研究，他们在睡眠不足的情况下谈判经验丰富（例如，联邦和州议会议员、部长、少校）支持这一解释，并就具体的补偿策略提供了深入的见解，以抵消谈判中睡眠不足的负面影响。在第二个项目阶段，我们将进一步澄清零效应及其有效解释。为此，我们将进行一项具有高测试能力和生态有效性的研究。本研究将增加多轮谈判的持续时间。如果我们在这项研究中找到了假设效果的证据，我们将在第二项研究中，检查所提出的潜在机制（认知能力，认知动机，观点采择）。如果第一项研究再次显示无效效应，在第二项研究中，我们将对潜在的补偿策略进行系统检查。总之，项目的第二阶段将澄清睡眠剥夺是否会在具有高生态有效性的谈判环境中产生负面影响，以及如何补偿这些负面影响。

Negotiations play a crucial role in solving conflicts in social contexts, examples are coalition negotiations or collective bargaining. Such negotiations are frequently carried out under conditions of acute sleep deprivation (e.g., the Brexit negotiations or the negotiations regarding COVID-19 guidelines between federal government and federal states in Germany. In the research project “Effects of Sleep Deprivation in Integrative Negotiations” we conducted first time empirical tests of the influence of sleep deprivation in negotiations. Starting point of this project was the assumption that sleep deprivation would jeopardize the use of integrative potential in negotiations. An integrative potential in negotiation results from different priorities of the negotiation partners regarding the different negotiation issues. The different priorities have to be recognized and used in a logrolling process to arrive at higher joint outcomes. We argue that sleep deprivation impairs the exploitation of the integrative potential. We postulated that three distinct mechanisms are responsible for this effect: reduced cognitive capacities, reduced epistemic motivation, and impaired perspective taking. However, in two controlled laboratory studies with experimentally induced sleep deprivation (one night of total sleep deprivation) and simulated negotiations on the next morning, no empirical support was found for the postulated negative effect of sleep deprivation on the quality of agreements (use of integrative potentials). In these studies, we found evidence that individual impairments inflicted by sleep deprivation might have been mitigated by compensatory effort during the negotiation. A qualitative interview study with German politicians highly experienced in negotiating while sleep deprived (e.g., members of federal and state parliaments, ministers, majors) supported this interpretation and provided in-depth insights into specific compensation strategies to counteract negative effects of sleep deprivation in negotiations. In a second project phase, we will further clarify the null effect and its valid interpretation. To this end, we will conduct a study with high testpower and ecologic validity. This study will have an increased negotiation duration over multiple rounds. If we find evidence for the postulated effect in this study, we will then in a second study, examine the proposed underlying mechanisms (cognitive capacities, epistemic motivation, perspective taking). In case the first study will again show a null effect, in the second study we will conduct a systematic examination of potential compensation strategies. In sum, the second project phase will clarify if sleep deprivation has negative effects in negotiation settings with high ecological validity and how such negative effects could be compensated for.