The compelling power of the better argument? The impact of deliberative communication on negotiation outcomes in two person decision experiments.

协商民主理论的核心假设之一，特别是哈贝马斯的话语理论，是假设个人偏好将受制于协商，并在需要时为了集体利益而放弃。这将通过更好的论证的非强制性但令人信服的力量，通过用普遍接受的（有效的和普遍的）规范进行推理来实现。然而，科学界尚未成功地为这一说法提供系统的经验证据。拟议的项目打算通过一种实验方法来解决这个问题。在240个两人协商博弈中，参与者讨论基于矩阵博弈的冲突情境，而矩阵博弈的均衡既不是公平的也不是集体最优的。该项目旨在评估(a)谈判伙伴是否能够通过协商沟通达成集体最优或公平的解决方案，并维护这一解决方案，而不损害其个人利益，或者非协商沟通是否阻碍了实现和维护这种最优解决方案的能力。此外，该项目要求(b)哪种沟通方式对这种能力起决定性作用。主要的假设是，个人利益越有可能被公平和集体优越的结果所压倒，沟通的商议质量就越高。此外，无论结果如何，当沟通的审议质量高时，对解决方案的满意度应该更高。

One of the central assumptions of the theory of deliberative democracy, and in particular, Jürgen Habermas' discourse theory is the supposition that individual preferences will be subjected to negotiation and, where required, abandoned for the sake of collective interests. This would be achieved through the non-coercive but compelling power of the better argument, through reasoning with generally accepted (valid and universal) norms. The scientific community has however not yet succeeded in providing systematic empirical evidence for this claim. The proposed project intends to pursue this question by following an experimental approach. 240 two-person negotiation games are to be conducted, whereby players discuss conflict situations which are based on matrix games whose equilibria are neither fair nor collectively optimal. The project aims at assessing, (a) whether the negotiation partners are able to achieve a collectively optimal or fair solution and upholding this solution against their individual interests by means of deliberative communication, or respectively, whether non-deliberative communication impedes the ability to achieve and uphold such optimal solutions. Furthermore, the project asks (b) which communicative means are decisive for this ability. The leading hypothesis is that individual interests are the more likely to be overcome in favour of fair and collectively superior results, the higher the deliberative quality of the communication. Moreover, irrespective of the results, greater satisfaction with the solution should be achieved when the deliberative quality of the communication is high.