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首页> 美国卫生研究院文献>other >Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions
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Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions

机译：珍贵财产还是大笔钱？显着货币但不引发温度的方式如何影响经济交易中的优先报价锚

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摘要

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 (N = 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.
机译：本研究旨在更好地了解个人在货币价格谈判中的行为与他们在物物交换情况下的行为有何不同。 end赋理论和当前的谈判研究得出了两个相反的假设，以检验谈判者是否更容易在价格谈判中锚定而不是在易货交易中。此外，过去的研究发现，感冒提示会增强认知控制并降低锚定效果。我们试图在分布式谈判方案中为价格锚点复制这些冷度发现，并阐明冷度引发与价格交易与以物易物操纵之间的潜在相互作用。招募参与者（N = 219）进行2×2的受试者间谈判实验，以操纵（1）货币重点和（2）温度启动。我们的数据显示，与物物交易相比，价格谈判中的锚定敏感性更高。尽管启动注水操作检查成功，但寒冷注水并没有影响参与者的锚定敏感性（也没有与价格/易货操作进行交互）。我们的发现提高了我们对谈判资源的关注如何将经济交易构造为单向或双向的理论理解，以及这种关注如何塑造各方对锚定偏见和谈判行为的敏感性。讨论了对理论和实践的影响。

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