Power in Negotiated and Nonnegotiated Exchange

这是对协商交换和非协商交换中权力的实验研究。它开发并测试了一种理论，即社会交换的形式如何影响交换网络中的权力分配。这两种交换形式在行为者的行为和结果之间创造了不同的关系，它们为行为者提供了关于其潜在交换结果的不同数量的信息。在没有谈判的情况下，交易所合伙人会采取各自的行动，为彼此提供利益，而不知道他们会得到什么回报。但当交易所进行谈判时，行为者会采取联合行动(谈判协议条款)，为双方提供好处。无论是平等还是不平等，这些好处都是事先知道并达成一致的。该理论认为，这些差异影响了权力使用的基础机制和交换网络中不平等的发展。因此，替代物的可获得性和数量的结构性差异将对谈判和互惠交换中的电力使用产生截然不同的影响，而减少结果不确定性的信息将对对等交换中的电力使用产生比谈判交换更大的影响。将进行三个实验室实验，以测试网络结构和信息对这两种形式交换的电力使用的预测效果。%这个项目是对这些基本的直接交流形式的首次系统比较。虽然经典的交换理论(例如彼得·布劳和乔治·霍曼斯)将讨价还价和谈判交换排除在他们的理论范围之外，但大多数当代理论家做了相反的事情，只专注于具有严格约束力的协议的谈判交换。这两种交换形式在社会生活中的普遍存在需要进行这类研究来比较它们。

This is an experimental study of power in negotiated and non-negotiated exchange. It develops and tests a theory of how the form of social exchange affects the distribution of power in exchange networks. These two forms of exchange create different relations between actors' behaviors and their outcomes, and they provide actors with different amounts of information about their potential outcomes from exchange. In the absence of negotiation, exchange partners perform individual acts that provide benefits for one another, without knowing what, if anything, they will receive in return. But when exchanges are negotiated, actors engage in joint action (negotiating the terms of an agreement) that provides benefits for both. Whether equal or unequal, these benefits are known and agreed upon in advance. The theory argues that these differences affect the mechanisms that underlie the use of power and the development of inequality in exchange networks. Consequently, structural variations in the availability and number of alternatives will have very different effects on power use in negotiated and reciprocal exchange, and information that reduces uncertainty about outcomes will have stronger effects on power use in reciprocal than negotiated exchange. Three laboratory experiments will be carried out to test the predicted effects of network structure and information on power use for the two forms of exchange. %%% This project is the first systematic comparison of these basic forms of direct exchange. While the classical exchange theories (e.g. Peter Blau and George Homans) excluded bargaining and negotiated exchange from the scope of their theories, most contemporary theorists have done the opposite, concentrating exclusively on negotiated exchanges with strictly binding agreements. The prevalence of both forms of exchange in social life requires research of this kind to compare them.