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A PACT against conflict escalation in negotiation and dispute resolution

机译：防止谈判和争端解决中冲突升级的PACT

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摘要

For social and economic relations to develop and prosper people need to negotiate and resolve disputes. Whereas past work has focused on psychological barriers to negotiation and dispute resolution, recent research shifts focus towards motivated information processing. This new work identifies when and why individlials fail or succeed in, constructive negotiation and solving their disputes. I discuss four key variables-power balance, accountability to process, cooperative motivation, and time, grouped under the acronym PACT-that may reduce or reverse the psychological tendencies towards conflict escalation by difficulty disputants from "selfish misers, " who have difficulty negotiating constructively, into "pro-social thinkers" who solve their disputes to mutual benefit.
机译：为了社会和经济关系的发展和繁荣，人们需要谈判和解决争端。过去的工作集中在谈判和解决争议的心理障碍上，而最近的研究则将重点转移到了主动的信息处理上。这项新工作确定了个人何时以及为何失败或成功，进行有建设性的谈判并解决他们的争端。我讨论了四个关键变量-权力平衡，对流程的责任感，合作动机和时间（以PACT缩写）分组-可以减少或逆转来自“自私自欺者”的困难争执者的心理升级倾向，这些争执者难以进行建设性的谈判，成为“解决社会问题的思想家”，他们为了共同的利益解决争端。

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