When Vigilance Prevails: Regulatory Focus in Negotiations with External Goals

A. Peng, Jennifer E. Dunn, Donald E. Conlon
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引用次数: 2

Abstract

Negotiators often bargain on behalf of others. In many cases, these constituents set the goals they want their negotiators to achieve at the table. We argue that prior evidence for superior results of promotion-focused negotiators may not hold when goals are set by others. We report the results of a study in which negotiators were provided with external goals that were difficult to achieve in the given zone of agreement. We found that prevention-focused individuals planned better, and their dyads persisted longer in the negotiation than those with a promotion focus. Persistence led to higher joint outcomes for prevention-focused dyads than promotion-focused dyads. In addition, we found that agreeableness only affected individual financial outcomes for promotion-focused dyads, where high agreeableness led to poorer outcomes.
当警惕占上风:与外部目标谈判中的监管焦点
谈判者经常代表别人讨价还价。在许多情况下,这些成员设定了他们希望谈判者在谈判桌上实现的目标。我们认为,先前的证据表明,当目标是由他人设定的时候,以晋升为重点的谈判者可能会取得更好的结果。我们报告一项研究的结果,在这项研究中,谈判者被提供了在给定的协议区域内难以实现的外部目标。我们发现以预防为重点的人计划得更好,他们的二代在谈判中坚持的时间比那些以促进为重点的人更长。坚持使以预防为重点的二组比以促进为重点的二组的联合结果更高。此外,我们发现亲和性只影响以晋升为重点的二人组的个人财务结果,在这种情况下,高亲和性导致较差的结果。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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