About the causes of irrational negotiation impasses

关于非理性谈判僵局的原因

• 批准号: 417058044
• 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: 2019
• 资助国家: 德国
• 起止时间: 2018-12-31 至 2022-12-31
• 项目状态: 已结题
• 来源: https://gepris.dfg.de/gepris/projekt/417058044?language=en
• 关键词: About; causes; irrational; negotiation; impasses

Recently, Transatlantic Trade and Investment Partnership (TTIP) negotiations between the European Union and the United States of America have come to an abrupt halt. When former German Federal Minister for Economic Affairs and Energy, Sigmar Gabriel, was publicly asked about the progress in the negotiations in August 2016, he answered: “I believe that the negotiations with the United States have de facto failed, even though nobody is really willing to admit it. They had 14 negotiation sessions about 27 chapters and they did not manage to create a single joint text for a single chapter.” Negotiations had originally started in July 2013 and have not been concluded to this day. Whether or not they will be reopened remains unclear. This is just one prominent example of a negotiation impasse from the recent past. Others can be found in economic (e.g., stalemates in collective wage bargaining; e.g., The Guardian, 2018) and governmental contexts (e.g., failed attempts to find peaceful agreements with hostage takers; e.g., Villamor, 2017). They illustrate that negotiation impasses can have severe negative consequences for individuals, organizations, and even entire societies.This realization sparks two important, yet still unanswered questions: Why do negotiations end in impasses? And which factors play a role in preventing impasses? While negotiation researchers have thoroughly investigated which factors maximize the quality of agreements, much less research has been conducted on what has to be done to secure an agreement in the first place. This research provided insights into antecedents of impasses, but the process leading to impasses and its moderators are not well understood yet.The current research project thus aims to investigate this process along with behaviors that trigger it and the moderating conditions under which it unfolds as suggested in a recent theoretical account (Mertes & Hüffmeier, in preparation). In the first two experimental studies, I aim to test the effect of two types of critical negotiator behaviors (distributive negotiation behavior and inadequate social behavior) on the likelihood of impasses and two proposed mediators of these effects. In the two subsequent experimental studies, two potential moderators of these mediations will be studied. In doing so, this research contributes to the theoretical understanding of impasse emergence as one of two possible negotiation outcomes (i.e., impasse vs. agreement). It also has applied promise as investigating moderators of this process will hopefully reveal strategies that negotiators can use to prevent impasses and their costly consequences.

最近，欧洲联盟和美利坚合众国之间的跨大西洋贸易和投资伙伴关系（TTIP）谈判突然停止。当德国前联邦经济事务和能源部长Sigmar Gabriel在2016年8月被公开问及谈判进展时，他回答说：“我认为，与美国的谈判事实上已经失败，尽管没有人真的愿意承认这一点。他们有14次谈判会议，涉及27个章节，他们没有设法为一个单一的联合文本。一章”。谈判最初于2013年7月开始，至今尚未结束。他们是否会重新开放仍不清楚。这只是最近谈判陷入僵局的一个突出例子。另一些可以在经济中找到（例如，集体工资谈判陷入僵局;例如，《卫报》，2018年）和政府背景（例如，未能与劫持人质者达成和平协议;例如，Villamor，2017）。这两个例子说明，谈判僵局会对个人、组织甚至整个社会产生严重的负面影响，这一认识引发了两个重要但尚未得到解答的问题：为什么谈判会以僵局告终？哪些因素在防止僵局中发挥作用？虽然谈判研究人员已经彻底调查了哪些因素最大限度地提高了协议的质量，但对于首先必须做些什么才能达成协议的研究却少得多。本研究对僵局的前因进行了深入的探讨，但对导致僵局的过程及其调节因素还没有很好的理解。因此，本研究的目的是根据最近的理论报告（Mertes & Hüffmeier，准备中），对这一过程以及触发它的行为和它展开的调节条件进行沿着调查。在前两个实验研究中，我的目的是测试两种类型的关键谈判行为（分配性谈判行为和不充分的社会行为）的僵局的可能性和这些影响的两个建议的调解人的效果。在随后的两个实验研究中，这些中介的两个潜在的主持人将进行研究。在这样做的过程中，这项研究有助于从理论上理解僵局的出现是两种可能的谈判结果之一（即，僵局与协议）。它还应用了承诺，因为调查这一过程的主持人将有望揭示谈判者可以用来防止僵局及其代价高昂的后果的策略。