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首页> 外文期刊>Motivation and Emotion >Future Thinking in Disadvantaged Situations: The Role of Outcome Delays and Competitive Issues in Negotiation
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Future Thinking in Disadvantaged Situations: The Role of Outcome Delays and Competitive Issues in Negotiation

机译：不利条件下的未来思考：谈判中结果延迟和竞争问题的作用

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Extant literature suggests that delaying the outcomes of negotiations can have salutary effects on the joint outcomes of participants. However, this literature has not examined the impact that outcome delays have on the success of individual negotiators. We argue that in situations where a player's preference on an issue involves a lack of legitimacy, an outcome delay may advantage the presentation of that issue. In addition, we suggest that this effect is more likely to be present in situations where competition is high, specifically, where the parties have few opportunities for cooperation. An experimental dyadic negotiation exercise involving 306 undergraduate participants was conducted to test these hypotheses. Results suggest that the introduction of an outcome delay helps to reduce the negative effects of a legitimacy disadvantage in the absence of alternate opportunities for collaboration.
机译：现有文献表明，延迟谈判的结果可能会对参与者的共同结果产生有益的影响。但是，该文献没有研究结果延迟对个别谈判者成功的影响。我们认为，在参与者对某个问题的偏好涉及缺乏合法性的情况下，结果延迟可能会有利于该问题的陈述。此外，我们建议在竞争激烈的情况下，尤其是当事方几乎没有合作机会的情况下，更可能出现这种影响。进行了涉及306名本科生的实验性二元协商演习，以检验这些假设。结果表明，在缺乏替代合作机会的情况下，引入结果延迟有助于减少合法性劣势的负面影响。

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