The pursuit of missing information in negotiation

被引：7

作者：

Young, Maia J. ^{[1
]}

Bauman, Christopher W. ^{[2
]}

Chen, Ning ^{[3
]}

Bastardi, Anthony ^{[4
]}

机构：

[1] Univ Calif Los Angeles, Anderson Sch Management, Los Angeles, CA 90095 USA

[2] Univ Calif Irvine, Paul Merage Sch Business, Irvine, CA 92697 USA

[3] Clarion Univ Pennsylvania, Coll Business Adm, Clarion, PA 16214 USA

[4] Princeton Univ, Atlanta, GA 30340 USA

来源：

ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES | 2012年 / 117卷 / 01期

关键词：

Negotiation; Decision-making; Information; Search; IN-DOOR TECHNIQUE; FIXED PIE; MEDIATION; MODELS; SELF; PERSPECTIVE; PERFORMANCE; PERCEPTION; PRESSURE; ANCHORS;

D O I：

10.1016/j.obhdp.2011.09.004

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

A large body of research has focused on how people exchange and use information during the negotiation process. This work tends to treat information as if it all were readily available upon request. The current research investigated how delays in the pursuit of missing information can influence people's ex-ante priorities and the final settlements they reach. Study 1 found that negotiators achieved more value on an issue after seeking missing information about that issue compared to when the same information was readily accessible. Study 2 found that the effect of searching for information on outcomes was mediated by changes in how important negotiators perceived the issue to be. Theoretical and practical implications are discussed. (C) 2011 Elsevier Inc. All rights reserved.

引用

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页码：88 / 95

页数：8

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