Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation

谈判者的策略选择受到他们对经济和社会结果的关注的影响。随着谈判关系的发展，声誉等社会结果变得越来越有影响力。然而，不同的人在他们的意愿，以换取经济利益的声誉。 我们研究两个因素，谈判背景和潜在的关系，影响分配给经济和社会成果的相对权重。 我们将这些权重的差异与谈判者策略选择的差异联系起来，并研究权重和行为如何随着时间的推移而变化。 这使我们能够确定谈判最佳实践的要素，使谈判者能够保护他们的经济和声誉结果。

Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, social outcomes such as reputation become increasingly influential. However, individuals differ in their willingness to trade reputation for financial gain. We investigate two factors, negotiation context and underlying relationship, that affect the relative weights assigned to economic and social outcomes. We link differences in these weights to differences in negotiators' strategy choices and study how weights and behaviours change over time. This enables us to identify the elements of negotiation best practice, which allows negotiators to protect both their economic and reputational outcomes.