Social Perception in Negotiation

这是对谈判行为中的社会判断进行实证和理论研究的一个雄心勃勃的提议。尽管谈判很重要，但大量证据表明谈判者经常无法达成互利的结果。低效的谈判过程减少了社会的资源和生产力，增加了社会的冲突和自我毁灭。本研究的目的是研究谈判者为何经常得出次优决策策略。一个理论模型，社会感知模型，提出的重点是沟通，判断准确性，行为和结果。该模型的主要预测是谈判者对对方感知的准确性决定了谈判结果。此外，不准确的判断可能是由于信息交流不足，没有注意到相关信息，或者没有结合信息对对方的利益做出判断。提出了四项研究来检验该模型的含义。这些实验有望增进我们对谈判的理解，为更完善的理论做出贡献，并找出改善谈判结果的因素。

This is an ambitious proposal to conduct empirical and theoretical research on social judgment in negotiation behavior. Despite the importance of negotiation, substantial evidence suggests that negotiators frequently fail to attain mutually beneficial outcomes. Inefficient negotiation processes reduce society's resources and productivity, and increase society's conflicts and self- destructiveness. The purpose of the proposed research is to examine why negotiators often arrive at sub-optimal decision strategies. A theoretical model, the Social Perception model, is presented that focuses on communication, judgment accuracy, behavior, and outcomes. The major prediction from the model is that the accuracy of negotiators' perceptions of the other party determines negotiation outcomes. Moreover, inaccurate judgments may result from insufficient information exchange, failure to attend to relevant information, or failure to combine information to make a judgment about the other party's interests. Four research studies are proposed to examine implications of the model. The experiments promise to advance our understanding of negotiation, to contribute to sounder theory, and to identify factors that will improve the outcome of negotiation.