Adair Wendi L, Weingart Laurie, Brett Jeanne
University of Waterloo, Department of Psychology, Waterloo, ON, Canada.
J Appl Psychol. 2007 Jul;92(4):1056-68. doi: 10.1037/0021-9010.92.4.1056.
The authors examined the function of offers in U.S. and Japanese integrative negotiations. They proposed that early 1st offers begin information sharing and generate joint gains in Japan but have an anchoring effect that hinders joint gains in the United States. The data from the negotiation transcripts of 20 U.S. and 20 Japanese dyads supported 2 hypothesized interactions: Early offers generated higher joint gains for Japanese negotiators and lower joint gains for U.S. negotiators, and the exchange of information prior to the 1st offer generated higher joint gains for U.S. negotiators and lower joint gains for Japanese negotiators. Additional analyses supported predictions that early offer patterns represent information gathering in Japanese negotiations and information consolidation in U.S. negotiations. The results contribute to theories of negotiation and culture by showing that the use and efficacy of early offers and information exchange differ across cultures.
作者研究了在美国和日本的整合性谈判中提议的作用。他们提出，在日本，早期的首次提议开启了信息共享并产生了共同收益，但在美国却具有一种锚定效应，会阻碍共同收益的产生。来自20个美国二元组和20个日本二元组谈判记录的数据支持了两个假设的相互作用：早期提议为日本谈判者带来了更高的共同收益，而为美国谈判者带来了更低的共同收益；在首次提议之前的信息交流为美国谈判者带来了更高的共同收益，而为日本谈判者带来了更低的共同收益。进一步的分析支持了以下预测：早期提议模式在日本谈判中代表信息收集，而在美国谈判中代表信息整合。研究结果表明，早期提议和信息交流的使用及效果因文化而异，这为谈判理论和文化研究做出了贡献。
