Institute of Psychology, University of Hildesheim.
Institute of Psychology, Justus-Liebig University Giessen.
J Exp Psychol Gen. 2020 Nov;149(11):2102-2118. doi: 10.1037/xge0000762. Epub 2020 Apr 6.
In integrative as opposed to distributive negotiations, the interests of the negotiation partners can be simultaneously realized to some degree, which results in higher individual as well as joint outcomes. Perspective taking is important to detect and tap into this integrative potential. In negotiations, priority-related information exchange can be seen as a behavioral consequence of perspective taking. Based on findings on the development of perspective taking across the life span, we tested the hypothesis that there are age differences in integrative negotiations. In 2 quasi-experimental studies (Study 1 and 2), participants worked in face-to-face interacting dyads on an apartment rental negotiation. In Study 3, participants read a negotiation transcript that contained all priority-related information. Our results consistently revealed that younger dyads (17-35 years) achieved significantly higher joint outcomes than older dyads (65-85 years; in Study 1 and 2) or age-heterogeneous dyads (in Study 1) and that younger participants proposed more integrative agreements (in Study 3). Differences between younger and older dyads were mediated via information exchange about the negotiation partners' different priorities (Study 2) and via the extraction of relevant information about underlying different priorities (Study 3). (PsycInfo Database Record (c) 2020 APA, all rights reserved).
在综合谈判而非分配谈判中，谈判各方的利益可以在一定程度上同时实现，从而带来更高的个人和联合收益。换位思考对于发现和利用这种综合性潜力很重要。在谈判中，与优先级相关的信息交换可以被视为换位思考的行为后果。基于跨生命周期对换位思考发展的研究结果，我们测试了一个假设，即综合谈判中存在年龄差异。在 2 项准实验研究（研究 1 和研究 2）中，参与者在面对面的互动二人组中进行公寓租赁谈判。在研究 3 中，参与者阅读了一份包含所有优先级相关信息的谈判记录。我们的结果一致表明，年轻的二人组（17-35 岁）比年长的二人组（65-85 岁；在研究 1 和研究 2 中）或年龄异质的二人组（在研究 1 中）取得了显著更高的联合收益，并且年轻的参与者提出了更多的综合性协议（在研究 3 中）。年轻和年长二人组之间的差异通过关于谈判伙伴不同优先级的信息交换（研究 2）和关于潜在不同优先级的相关信息的提取（研究 3）来介导。（心理学信息数据库记录（c）2020 APA，保留所有权利）。
