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首页> 外文期刊>Journal of Applied Psychology >Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments
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Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments

机译：另一方的单方面让步：让步行为，归因和谈判判断

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This article examines the effects of the other party's concession behavior on a negotiator's satisfaction and judgments. The timing of the concessions (immediate, gradual, delayed) and the justifications provided by the other party (negotiator skill vs. external constraints) were manipulated using a scenario method (Study 1) and a role-playing experiment (Study 2). Study 1 showed that concession timing influenced valuation of the object and satisfaction with the partner and the outcome. Justifications about why the concession was made interacted with concession timing to influence participants' attributions. Participants' attributions for why the concession was actually made, in turn, had a main effect on satisfaction and judgments of the negotiation. Study 2 replicated some, but not all, of these findings.
机译：本文研究了另一方的让步行为对谈判者的满意度和判断力的影响。使用场景方法（研究1）和角色扮演实验（研究2）来操纵让步的时间（立即，渐进，延迟）和对方提供的辩解（谈判技巧与外部约束）。研究1表明，让步时间会影响对象的评估以及对合作伙伴和结果的满意度。为何做出让步的理由与让步时机相互影响，以影响参与者的归属。参与者对实际上做出让步的原因的归因，反过来又对谈判的满意度和判断产生了主要影响。研究2重复了部分发现，但并非全部。

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