This study aims to examine how the fear of appearing incompetent (FAI) and competency pressure relates to negotiation tactics and subjective perceptions in a negotiation.,Using a dyadic buyer/seller negotiation simulation and pre- and post-negotiation questionnaires, we assessed FAI, competency pressure, tactics and subjective perceptions of the negotiation. Mediation models were tested using path analysis adapted from Hayes (2013) PROCESS procedures. MPlus “complex” multi-level function was used to account for non-independence of observations.,Results indicated that those with a higher FAI perceive more competency pressure, which is associated with greater use of competitive tactics (e.g. misrepresenting own interest, holding back information, making unreasonable offers) and lesser use of cooperative tactics (e.g. sharing helpful information, making reasonable offers, compromising). Tactics used in the negotiation mediated the relationship between competency pressure and subjective perception of the negotiation, such that competitive tactics were negatively related, and cooperative tactics were significantly positively related to subjective perception of the negotiation.,Reliability on the cooperative tactics measure was only minimally acceptable and all measures were self-report and collected during a single lab simulation session.,The findings suggest that relieving competency pressure in negotiation settings could open avenues for cooperation. Gaining expertise through formal negotiation training may be one way to accomplish this.,This is the first known study to investigate FAI and competency pressure in a negotiation setting. We draw on an emotion–cognition–behavior framework to show that FAI is associated with competency pressure thoughts, which predict negotiation behaviors. Further, this research lends support to the notion that competitive tactics are fundamental to the mental model of a negotiation.

中文翻译：

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探索对谈判中出现无能，压力，策略和看法的恐惧

这项研究旨在研究对出现不称职（FAI）的恐惧和能力压力如何与谈判中的谈判策略和主观观念有关。使用二元买家/卖方谈判模拟以及谈判前后的问卷，我们评估了FAI，谈判的能力压力，策略和主观感受。中介模型使用了改编自Hayes（2013）PROCESS程序的路径分析进行了测试。结果表明，固定资产投资较高的人会感觉到更大的能力压力，这与更多地使用竞争策略有关（例如，歪曲自己的利益，压制住所），因此使用了MPlus的“复杂”多级函数来解释观察结果的独立性。信息，提出不合理的要约）和较少使用合作策略（例如，共享有用的信息，提供合理的报价，妥协）。谈判中使用的策略介导了胜任力压力与谈判的主观感知之间的关系，因此竞争策略与谈判的主观感知呈负相关，而合作策略则与谈判的主观感知呈显着正相关。可以接受，并且所有措施都是自我报告并在单个实验室模拟会话中收集。研究结果表明，缓解谈判环境中的能力压力可以为合作开辟道路。通过正式的谈判培训来获取专业知识可能是达到此目的的一种方法。这是第一个在谈判环境下调查固定资产投资和能力压力的研究。我们利用情绪-认知-行为框架来证明FAI与能预测谈判行为的能力压力思想相关。此外，这项研究为竞争策略对于谈判心理模型至关重要的观点提供了支持。