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To Match or Not to Match? Reactions to Turning Points in Negotiation

机译：匹配还是不匹配？对谈判转折点的反应

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摘要

This study examines the impacts of process frames and salience of a turning point on negotiators' responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to interpret the departure as a turning point and match the other's offer. Similarly, results show that making the departure salient by clearly articulating the intent, content, and function of the turning point offer increases negotiators' propensity to embrace the mutually beneficial turning point offer. The findings are discussed in light of negotiators' awareness of events during the negotiation process, their (mis)matching of favorable offers, and relational order theory.
机译：这项研究考察了谈判过程中框架和转折点的显着性对谈判者对离职反应的影响。结果表明，在集成合作社内部进行谈判的个人（而不是在分配竞争竞争的框架内）更有可能将离职解释为转折点，并与对方的提议相吻合。同样，结果表明，通过清楚表达转折要约的意图，内容和功能来使出发点明显，会增加谈判者接受互惠互利的转折要约的倾向。将根据谈判者在谈判过程中对事件的意识，对他们的优惠报价的（不当）匹配以及关系顺序理论进行讨论。

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