Białaszek Wojciech, Bakun Piotr, McGoun Elton, Zielonka Piotr
Department of Behavior Analysis, SWPS University of Social Sciences and Humanities Warsaw, Poland.
Department of Economic Psychology, Centre for Economic Psychology and Decision Sciences, Kozminski University Warsaw, Poland.
Front Psychol. 2016 Feb 19;7:197. doi: 10.3389/fpsyg.2016.00197. eCollection 2016.
It is often a good strategy to "stand in the other person's shoes" to see a situation from a different perspective. People frequently attempt to infer what someone else would recommend when no advisor is available to help with a decision. Such situations commonly concern intertemporal or risky choices, and the usual assumption is that lay people make such decisions differently than experts do. The aim of our study was to determine what intertemporal and risky decisions people make when they take their own perspective, the perspective of a peer, and the perspectives of an expert or an entrepreneur. In a series of three experiments using a between-subject design, we found that taking the peer's perspective made participants behave more impulsively and more risk aversely in relation to the participants' own perspectives and in relation to their perceptions of experts and entrepreneurs perspectives. Taking an expert's or an entrepreneur's perspective did not change participants' own intertemporal and risky decisions. We explain the findings using the risk as value and the lesser mind theories. Imagining the opponent's perspective in a negotiation as one is advised to do might inadvertently lead to problems because we always see her as more impulsive and more risk averse than she really is. This means that taking a perspective of an expert - not a peer - would be a good way to predict what decisions our opponents make.
“站在他人的角度看问题”往往是个不错的策略，这样能从不同视角看待一种情况。当没有顾问帮助做决策时，人们常常试图推断其他人会给出什么建议。这类情况通常涉及跨期或有风险的选择，一般的假设是外行人做这类决策的方式与专家不同。我们研究的目的是确定人们在采取自己的视角、同龄人的视角、专家或企业家的视角时会做出怎样的跨期和有风险的决策。在一系列采用组间设计的三个实验中，我们发现，与参与者自己的视角以及他们对专家和企业家视角的认知相比，采取同龄人的视角会让参与者表现得更冲动且更厌恶风险。采取专家或企业家的视角并没有改变参与者自己的跨期和有风险的决策。我们用风险即价值理论和心智较弱理论来解释这些发现。按照建议在谈判中设想对手的视角可能会无意中引发问题，因为我们总是把对手看得比其实际情况更冲动且更厌恶风险。这意味着采取专家而非同龄人的视角是预测对手会做出何种决策的一个好方法。
