The Development of Commitment in Negotiated Exchange

这个项目开发和测试了一种关系凝聚力理论，该理论表明谈判中的权力如何以及何时影响交易各方之间承诺的发展。它通过三个实验室实验来做到这一点，每个实验针对三种承诺行为：(1)即使有更好的关系，也要保持关系；(2)相互赠送不需要立即互惠的礼物；(3)与另一方共同出资成立一个基金。每个实验将在标准的两方明确讨价还价的环境中，将80个同性二元组分配到四个实验条件中的一个。理论和实验测试将表明，如果随着时间的推移，成功地谈判交换，具有工具基础的交换关系如何变得更具表现力。这个项目将有助于我们理解人类互动中承诺的出现，阐明人们如何变得对彼此有积极的情绪，远远超出了自我利益需求的满足。它提供了交换的实验室社会心理学研究和情绪社会学之间的重要联系，这是一个在最近几年大幅增长的领域。

This project develops and tests a theory of relational cohesion that indicates how and when power in negotiations affects the development of commitment among parties to an exchange. It does so through three laboratory experiments, one on each of three commitment behaviors: (1) staying in the relationship even if better ones become available; (2) giving each other gifts that do not require immediate reciprocity; (3) contributing to a joint fund with the other. Each experiment will assign 80 same-sex dyads to one of four experimental conditions in a standard two-party explicit bargaining setting. The theory and experimental test will suggest how an exchange relationship having an instrumental foundation becomes more expressive if exchanges are successfully negotiated over time. This project will contribute to our understanding of the emergence of commitment in human interactions, illuminating how people come to have positive emotions toward each other quite beyond the satisfaction of self-interested needs. It provides an important link between laboratory social psychology studies of exchange and the sociology of emotions, a field that has grown substantially in very recent years.