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Negotiators' bargaining histories and their effects on future negotiation performance

机译：谈判者的谈判历史及其对未来谈判绩效的影响

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摘要

In 2 studies the authors show that the quality of deals negotiators reach are significantly influenced by their previous bargaining experiences. As predicted, negotiators who reached an impasse on a prior negotiation were more likely either to impasse in their next negotiation or to reach deals of low joint value compared to those who had reached an initial agreement. Notably, the impact of past performance on subsequent deals was just as strong for negotiators who changed partners on the 2nd occasion. Results highlight the role of bargaining histories as significant predictors of negotiation behavior. Moreover, they suggest that, at least in some cases, negotiations should be conceptualized as interrelated exchanges rather than separable incidents.
机译：在2项研究中，作者表明，交易谈判者达成的交易质量受他们以前的议价经验影响很大。正如预期的那样，与先前达成协议的谈判者相比，在先前谈判中陷入僵局的谈判者更有可能在下一次谈判中陷入僵局，或者达成共同价值较低的交易。值得注意的是，过去表现对后续交易的影响对于第二次更换合作伙伴的谈判者同样重要。结果突出了讨价还价历史作为谈判行为的重要预测因素的作用。此外，他们建议，至少在某些情况下，应将谈判概念化为相互联系的交流，而不是可分离的事件。

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