The impact of time pressure and information on negotiation process and decisions

被引:55
作者
Stuhlmacher, AF [1 ]
Champagne, MV
机构
[1] Depaul Univ, Dept Psychol, Chicago, IL 60616 USA
[2] IOTA Solut, Troy, NY 12180 USA
关键词
decision making; information; negotiation; policy modeling; self knowledge; strategy; time pressure; utility;
D O I
10.1023/A:1008736622709
中图分类号
C93 [管理学];
学科分类号
12 [管理学]; 1201 [管理科学与工程]; 1202 [工商管理学]; 120202 [企业管理];
摘要
The amount of time available to reach an agreement, information about a negotiator's own position, and information about the opponent's position were manipulated in a simulated contract negotiation. As in decision making research, time pressure in negotiation was expected to decrease response time and change response strategy. Information was expected to be an advantage to negotiators when clarifying their preferences but a disadvantage if information about competing opponent interests was present. Results supported this expectation. Different patterns of concessions and in concessions and inconsistencies were found under high and low time pressure and type of information.
引用
收藏
页码:471 / 491
页数:21
相关论文
共 60 条
[1]
[Anonymous], GETTING YES
[2]
ALTERNATE APPROACH TO LABOR-MANAGEMENT RELATIONS [J].
BALKE, WM ;
HAMMOND, KR ;
MEYER, GD .
ADMINISTRATIVE SCIENCE QUARTERLY, 1973, 18 (03) :311-327
[3]
EFFECTS OF COGNITIVE FEEDBACK ON PERFORMANCE [J].
BALZER, WK ;
DOHERTY, ME ;
OCONNOR, R .
PSYCHOLOGICAL BULLETIN, 1989, 106 (03) :410-433
[4]
TASK INFORMATION, COGNITIVE INFORMATION, OR FUNCTIONAL VALIDITY INFORMATION - WHICH COMPONENTS OF COGNITIVE FEEDBACK AFFECT PERFORMANCE [J].
BALZER, WK ;
SULSKY, LM ;
HAMMER, LB ;
SUMNER, KE .
ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES, 1992, 53 (01) :35-54
[5]
ATTRIBUTIONS AND ORGANIZATIONAL CONFLICT - THE MEDIATING ROLE OF APPARENT SINCERITY [J].
BARON, RA .
ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES, 1988, 41 (01) :111-127
[6]
Bazerman M.H., 1983, Negotiating in Organizations, P51
[7]
KNOWLEDGE VERSUS IGNORANCE AS BARGAINING STRATEGIES - THE IMPACT OF KNOWLEDGE ABOUT OTHERS INFORMATION LEVEL [J].
BEISECKER, T ;
WALKER, G ;
BART, J .
SOCIAL SCIENCE JOURNAL, 1989, 26 (02) :161-172
[8]
THE EFFECT OF TIME PRESSURE ON RISKY CHOICE BEHAVIOR [J].
BENZUR, H ;
BREZNITZ, SJ .
ACTA PSYCHOLOGICA, 1981, 47 (02) :89-104
[10]
CARNEVALE JD, 1993, TIME PRESSURE STRESS, P117