| 来源类型 | Monograph (IIASA Working Paper)
|
| 规范类型 | 论文
|
| Determination of Compromising Behavior in Negotiation: A Meta-Analysis. |
| Druckman D
|
| 发表日期 | 1993
|
| 出版者 | IIASA, Laxenburg, Austria: WP-93-003
|
| 出版年 | 1993
|
| 语种 | 英语
|
| 摘要 | Effects of eight variables on yielding behavior and time to resolution were evaluated by a meta-analysis of published bargaining experiments reported over a twenty-five year period. The strongest effect sizes were obtained for the variables of prenegotiation experience, negotiator's orientation, initial position distance, and time pressure. Weak effect sizes were shown for large versus small issues, representation, and visibility of the bargaining process. These results challenge the assertion made by Blake and Mouton (1989) that group representation is the most important determinant of competitive behavior in bargaining. Analyses of differences in procedures used in the strongest and weakest effect-size studies in each category suggest a number of conditions under which bargainers are likely to be intransigent. Comparison of the meta-analysis results with those obtained from a simulation where similar variables were combined in scenarios revealed stronger effect sizes for the combined variables both across and within stages of the simulation. Further analyses would elucidate effects of other independent and dependent variables as these are explored in future experimentation. |
| 主题 | Processes of International Negotiation Network (PIN)
|
| URL | http://pure.iiasa.ac.at/id/eprint/3808/
|
| 来源智库 | International Institute for Applied Systems Analysis (Austria)
|
| 资源类型 | 智库出版物
|
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/124167
|
推荐引用方式
GB/T 7714 |
Druckman D. Determination of Compromising Behavior in Negotiation: A Meta-Analysis.. 1993.
|
|
文件名：
|
WP-93-003.pdf
|
|
格式：
|
Adobe PDF
|
此文件暂不支持浏览
除非特别说明，本系统中所有内容都受版权保护，并保留所有权利。
