ABSTRACT

This study examined negotiation outcomes following a distributive bargaining task where individuals communicated in dyads for the purchase a hypothetical product. We used an experimental manipulation to examine the impact of sharing one’s alternative on bargainers’ final negotiated price both directly and indirectly through their partners’ one-sided negotiation tactics. After negotiating, participants in 92 dyads reported their results and provided information about their communication behaviors while bargaining. Using a dyadic mediation model, results revealed that when Buyers shared their alternatives with Sellers, they settled for higher prices compared to when Buyers did not. This outcome was the function of a direct effect of sharing on the final price, and an indirect effect through Sellers’ use of one-sided bargaining tactics.

摘要

本研究检查了分配式讨价还价任务后的谈判结果，在该任务中，个人以二元组进行交流以购买假设的产品。我们使用实验操作来检验通过他们的合作伙伴的片面谈判策略直接和间接地分享一个人的选择对谈判者最终谈判价格的影响。谈判结束后，92个二人组的参与者报告了他们的结果，并提供了他们在谈判时的沟通行为信息。使用二元中介模型，结果显示，当买家与卖家分享他们的替代方案时，与买家没有时相比，他们以更高的价格结算。这一结果是共享对最终价格的直接影响的函数，以及通过卖方使用片面讨价还价策略产生的间接影响。