抽象对整合协议的影响：当看到森林有助于避免在树木中纠缠不清时。
THE EFFECTS OF ABSTRACTION ON INTEGRATIVE AGREEMENTS: WHEN SEEING THE FOREST HELPS AVOID GETTING TANGLED IN THE TREES.
作者信息
Henderson Marlone D, Trope Yaacov
机构信息
University of Texas-Austin.
出版信息
Soc Cogn. 2009 Jun;27(3):402-417. doi: 10.1521/soco.2009.27.3.402.
Abstract
The present research suggests that negotiators who represented negotiation issues more abstractly were more likely to reach integrative agreements. Specifically, participants who were prompted to directly think about their negotiation issues in a more abstract manner by generating general descriptions of the issues rather than more concretely about the negotiation issues by generating specific descriptions of the issues made more multi-issue offers and achieved higher joint gain from the negotiation. The role of abstraction in negotiation and conflict resolution is discussed.
摘要
本研究表明，以更抽象方式呈现谈判问题的谈判者更有可能达成整合性协议。具体而言，那些被促使通过生成问题的总体描述以更抽象的方式直接思考其谈判问题，而非通过生成问题的具体描述以更具体的方式思考谈判问题的参与者，提出了更多的多问题提议，并在谈判中获得了更高的共同收益。文中还讨论了抽象在谈判和冲突解决中的作用。
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