The timing and function of offers in US and Japanese negotiations

Adair WL; Weingart L; Brett J

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The timing and function of offers in US and Japanese negotiations

机译：要约在美国和日本谈判中的时间和作用

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The authors examined the function of offers in U.S. and Japanese integrative negotiations. They proposed that early 1st offers begin information sharing and generate joint gains in Japan but have an anchoring effect that hinders joint gains in the United States. The data from the negotiation transcripts of 20 U.S. and 20 Japanese dyads supported 2 hypothesized interactions: Early offers generated higher joint gains for Japanese negotiators and lower joint gains for U.S. negotiators, and the exchange of information prior to the 1st offer generated higher joint gains for U.S. negotiators and lower joint gains for Japanese negotiators. Additional analyses supported predictions that early offer patterns represent information gathering in Japanese negotiations and information consolidation in U.S. negotiations. The results contribute to theories of negotiation and culture by showing that the use and efficacy of early offers and information exchange differ across cultures.

机译：作者研究了要约在美国和日本一体化谈判中的作用。他们提出，早期的1st提供开始信息共享并在日本产生共同的收益，但具有锚定作用，阻碍了在美国的共同收益。来自20个美国和20个日本二元组的谈判笔录中的数据支持了两种假设的相互作用：早期报价对日本谈判者产生了更高的联合收益，而对美国谈判者则带来了更低的联合收益，而在第一个报价之前的信息交换产生了更高的联合收益。美国谈判代表降低了日本谈判代表的共同利益。其他分析支持这样的预测：早期的报价模式代表了日本谈判中收集的信息和美国谈判中的信息合并。结果表明，早期报价和信息交换的使用和功效在不同文化之间是不同的，从而有助于谈判和文化理论。

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《Journal of Applied Psychology》 |2007年第4期|共13页
作者
Adair WL; Weingart L; Brett J;
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正文语种 eng
中图分类应用心理学;
关键词
negotiation; culture; offers; information exchange; time; PERSPECTIVE; INFORMATION; PERCEPTION; KNOWLEDGE; BEHAVIOR; TIME;

机译：谈判;文化;报价;信息交换;时间;洞察力;信息;知觉;知识;行为;时间;

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机译：日本组织为美国科学和工程研究人员提供的资助机会目录

The timing and function of offers in US and Japanese negotiations

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