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Knowledge of precise offers as a negotiating tactic does not reduce its effect on counteroffers
Journal of Theoretical Social Psychology Pub Date : 2021-01-15 , DOI: 10.1002/jts5.86
Todd J. Thorsteinson 1
Affiliation  

Past research has demonstrated that precise first offers (e.g., $4,983) serve as an anchor in negotiations and reduce counteroffers relative to round first offers (e.g., $5,000). Precise offers are frequently perceived as indicating greater competence and knowledge of the person making the offer. Three studies were conducted to determine if knowledge of precise offers as a negotiating tactic would reduce the effect of precision on counteroffers. Precise offers elicited smaller counteroffers than round offers in all three studies, and this effect persisted even when participants were aware of precision as a negotiating tactic. Despite its effectiveness at reducing counteroffers, participants receiving precise offers were more likely to decide to negotiate compared to participants receiving a round offer in two of the three studies. Perceptions of the other party and scale granularity were examined as mediators of the relationship between anchor type (precise or round offer) and counteroffers. Perceived fairness of the offer emerged as a mediator in all three studies. These results suggest that a precise first offer can be effective at reducing counteroffers, even when the other party suspects that it is a negotiating tactic.

中文翻译:

了解精确报价作为谈判策略并不会减少其对还价的影响

过去的研究表明,与第一轮报价(例如,5,000 美元)相比,精确的首次报价(例如,4,983 美元)可作为谈判的锚点并减少还价。准确的报价通常被认为表明报价的人具有更高的能力和知识。进行了三项研究,以确定将精确报价作为谈判策略的知识是否会降低精确报价对还价的影响。在所有三项研究中,精确报价引起的还价比全面报价小,即使参与者意识到精确作为谈判策略时,这种影响仍然存在。尽管在减少还价方面有效,但在三项研究中的两项中,与收到全面报价的参与者相比,收到精确报价的参与者更有可能决定进行谈判。另一方的看法和规模粒度作为锚定类型(精确或全面报价)和还价之间关系的中介进行了检查。在所有三项研究中,对报价公平的感知都成为了中介。这些结果表明,即使对方怀疑这是一种谈判策略,精确的首次报价也可以有效减少还价。
更新日期:2021-01-15
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