Kwon Seungwoo, Weingart Laurie R
Graduate School of Industrial Administration, Carnegie Mellon University, Pittsburgh, PA, USA.
J Appl Psychol. 2004 Apr;89(2):263-78. doi: 10.1037/0021-9010.89.2.263.
This article examines the effects of the other party's concession behavior on a negotiator's satisfaction and judgments. The timing of the concessions (immediate, gradual, delayed) and the justifications provided by the other party (negotiator skill vs. external constraints) were manipulated using a scenario method (Study 1) and a role-playing experiment (Study 2). Study 1 showed that concession timing influenced valuation of the object and satisfaction with the partner and the outcome. Justifications about why the concession was made interacted with concession timing to influence participants' attributions. Participants' attributions for why the concession was actually made, in turn, had a main effect on satisfaction and judgments of the negotiation. Study 2 replicated some, but not all, of these findings.
本文考察了对方的让步行为对谈判者满意度和判断的影响。使用情景法（研究1）和角色扮演实验（研究2）来操纵让步的时机（即时、渐进、延迟）以及对方给出的理由（谈判技巧与外部限制）。研究1表明，让步时机影响对物品的估值以及对伙伴和结果的满意度。关于为何做出让步的理由与让步时机相互作用，影响参与者的归因。反过来，参与者对实际做出让步原因的归因，对谈判的满意度和判断产生主要影响。研究2重复了部分但并非全部这些发现。
