Leusch Yannik M, Loschelder David D, Basso Frédéric
Department of Psychological and Behavioural Science, London School of Economics and Political Science, London, United Kingdom.
Institute of Management and Organization, Leuphana University of Lüneburg, Lüneburg, Germany.
Front Psychol. 2018 Jul 4;9:1099. doi: 10.3389/fpsyg.2018.01099. eCollection 2018.
The present study aims for a better understanding of how individuals' behavior in monetary price negotiations differs from their behavior in bartering situations. Two contrasting hypotheses were derived from endowment theory and current negotiation research to examine whether negotiators are more susceptible to anchoring in price negotiations versus in bartering transactions. In addition, past research found that cues of coldness enhance cognitive control and reduce anchoring effects. We attempted to replicate these coldness findings for price anchors in a distributive negotiations scenario and to illuminate the potential interplay of coldness priming with a price versus bartering manipulation. Participants ( = 219) were recruited for a 2 × 2 between-subjects negotiation experiment manipulating (1) monetary focus and (2) temperature priming. Our data show a higher anchoring susceptibility in price negotiations than in bartering transactions. Despite a successful priming manipulation check, coldness priming did not affect participants' anchoring susceptibility (nor interact with the price/bartering manipulation). Our findings improve our theoretical understanding of how the focus on negotiation resources frames economic transactions as either unidirectional or bidirectional, and how this focus shapes parties' susceptibility to the anchoring bias and negotiation behavior. Implications for theory and practice are discussed.
本研究旨在更好地理解个体在货币价格谈判中的行为与在易货交易中的行为有何不同。从禀赋理论和当前的谈判研究中得出了两个相互对比的假设，以检验谈判者在价格谈判中与在易货交易中相比是否更容易受到锚定效应的影响。此外，过去的研究发现，冷漠线索会增强认知控制并减少锚定效应。我们试图在分配谈判情境中复制这些关于价格锚定的冷漠研究结果，并阐明冷漠启动与价格与易货操纵之间的潜在相互作用。招募了参与者（= 219）进行一项2×2的组间谈判实验，该实验操纵了（1）货币焦点和（2）温度启动。我们的数据表明，价格谈判中的锚定易感性高于易货交易。尽管成功进行了启动操纵检查，但冷漠启动并未影响参与者的锚定易感性（也未与价格/易货操纵相互作用）。我们的研究结果增进了我们对谈判资源的关注如何将经济交易构建为单向或双向的理解，以及这种关注如何塑造各方对锚定偏差和谈判行为的易感性。讨论了对理论和实践的启示。
