Sleep Deprivation and Compensation in Negotiations

谈判在解决社会背景下的冲突方面发挥着至关重要的作用，例如联盟谈判或集体谈判。此类谈判通常是在严重睡眠不足的情况下进行的(例如，英国退欧谈判或德国联邦政府和联邦州之间关于新冠肺炎指导方针的谈判)。在《睡眠剥夺对整合性谈判的影响》研究项目中，我们首次对睡眠剥夺对谈判的影响进行了实证检验。这个项目的出发点是假设睡眠不足将危及在谈判中使用综合潜力。谈判中的综合潜力源于谈判伙伴在不同谈判问题上的不同优先顺序。必须认识到不同的优先事项，并在摸索过程中加以利用，以实现更高的共同成果。我们认为，睡眠剥夺损害了对整合潜能的开发。我们推测有三种不同的机制导致了这一效应：认知能力下降、认知动机下降和观点采择受损。然而，在实验诱导的睡眠剥夺(一晚的完全睡眠剥夺)和第二天早上的模拟谈判的两项对照实验室研究中，没有发现关于睡眠剥夺对协议质量(使用整合潜力)的假设的负面影响的经验支持。在这些研究中，我们发现有证据表明，在谈判过程中，由于睡眠不足造成的个体损害可能已经通过补偿努力得到缓解。一项对睡眠不足时谈判经验丰富的德国政客(例如，联邦和州议会成员、部长、少校)的定性访谈研究支持这一解释，并提供了对具体补偿策略的深入见解，以抵消谈判中睡眠剥夺的负面影响。在第二个项目阶段，我们将进一步澄清无效效果及其有效解释。为此，我们将进行一项具有高检验能力和生态有效性的研究。这项研究将在多轮谈判中延长谈判持续时间。如果我们在这项研究中找到了这一假设效应的证据，我们将在第二项研究中，检验所提出的潜在机制(认知能力、认知动机、视角采取)。如果第一个研究再次显示无效，在第二个研究中，我们将对潜在的补偿策略进行系统的检查。总而言之，第二个项目阶段将阐明在具有高生态效度的谈判环境中，睡眠剥夺是否会产生负面影响，以及如何补偿这些负面影响。

Negotiations play a crucial role in solving conflicts in social contexts, examples are coalition negotiations or collective bargaining. Such negotiations are frequently carried out under conditions of acute sleep deprivation (e.g., the Brexit negotiations or the negotiations regarding COVID-19 guidelines between federal government and federal states in Germany. In the research project “Effects of Sleep Deprivation in Integrative Negotiations” we conducted first time empirical tests of the influence of sleep deprivation in negotiations. Starting point of this project was the assumption that sleep deprivation would jeopardize the use of integrative potential in negotiations. An integrative potential in negotiation results from different priorities of the negotiation partners regarding the different negotiation issues. The different priorities have to be recognized and used in a logrolling process to arrive at higher joint outcomes. We argue that sleep deprivation impairs the exploitation of the integrative potential. We postulated that three distinct mechanisms are responsible for this effect: reduced cognitive capacities, reduced epistemic motivation, and impaired perspective taking. However, in two controlled laboratory studies with experimentally induced sleep deprivation (one night of total sleep deprivation) and simulated negotiations on the next morning, no empirical support was found for the postulated negative effect of sleep deprivation on the quality of agreements (use of integrative potentials). In these studies, we found evidence that individual impairments inflicted by sleep deprivation might have been mitigated by compensatory effort during the negotiation. A qualitative interview study with German politicians highly experienced in negotiating while sleep deprived (e.g., members of federal and state parliaments, ministers, majors) supported this interpretation and provided in-depth insights into specific compensation strategies to counteract negative effects of sleep deprivation in negotiations. In a second project phase, we will further clarify the null effect and its valid interpretation. To this end, we will conduct a study with high testpower and ecologic validity. This study will have an increased negotiation duration over multiple rounds. If we find evidence for the postulated effect in this study, we will then in a second study, examine the proposed underlying mechanisms (cognitive capacities, epistemic motivation, perspective taking). In case the first study will again show a null effect, in the second study we will conduct a systematic examination of potential compensation strategies. In sum, the second project phase will clarify if sleep deprivation has negative effects in negotiation settings with high ecological validity and how such negative effects could be compensated for.