谈判中沟通与报复时机的实验研究

IF 2.5 2区 经济学 Q2 ECONOMICS
Andrzej Baranski , Nicholas Haas
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引用次数: 1

摘要

我们进行了一个实验,以调查沟通的时间如何影响讨价还价的结果和动态多数主义,顺序议价博弈。我们的数据表明,与仅在投票阶段进行沟通相比,在提案制定阶段允许自由形式的书面沟通会导致更高的提案者权力和最小的获胜联盟。如果没有沟通,结果就会落在两种沟通时间之间。投票模式揭示了沟通的时机会影响被试对提案的评价,因为在其他条件相同的情况下,他们在提案阶段的沟通中比在投票阶段的沟通中更有可能投赞成票。总的来说,沟通会影响议价动态,因为与没有沟通的基线相比,选民对失败的提议者的报复更强烈。我们提供了通信内容、用于通信的媒介以及消息的数量和时间如何影响结果的详细描述。我们的研究结果强调了深入分析过程和动态以理解议价行为的重要性,因为即使沟通可能导致类似于均衡的结果,受试者所采用的策略也不需要。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
The timing of communication and retaliation in bargaining: An experimental study

We conduct an experiment to investigate how the timing of communication affects bargaining outcomes and dynamics in a majoritarian, sequential bargaining game. Our data show that allowing for free-form written communication at the proposal-making stage leads to higher proposer power and minimum winning coalitions compared to when communication is possible at the voting stage only. Absent communication, outcomes fall in between both communication timings. Voting patterns reveal that the timing of communication affects how subjects evaluate proposals, as they are more likely to vote in favor under proposal-stage communication than under voting-stage communication all else equal. In general, communication affects bargaining dynamics in that voters retaliate more strongly against failed proposers, compared to the no communication baseline. We provide a detailed description of communication content, the medium utilized to communicate, and how the volume and timing of messages affects outcomes. Our results underscore the importance of an in-depth analysis of processes and dynamics to understand bargaining behavior, because even when communication may lead to outcomes that resemble equilibrium, the strategies employed by subjects need not.

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来源期刊
CiteScore
5.20
自引率
31.40%
发文量
69
审稿时长
63 days
期刊介绍: The Journal aims to present research that will improve understanding of behavioral, in particular psychological, aspects of economic phenomena and processes. The Journal seeks to be a channel for the increased interest in using behavioral science methods for the study of economic behavior, and so to contribute to better solutions of societal problems, by stimulating new approaches and new theorizing about economic affairs. Economic psychology as a discipline studies the psychological mechanisms that underlie economic behavior. It deals with preferences, judgments, choices, economic interaction, and factors influencing these, as well as the consequences of judgements and decisions for economic processes and phenomena. This includes the impact of economic institutions upon human behavior and well-being. Studies in economic psychology may relate to different levels of aggregation, from the household and the individual consumer to the macro level of whole nations. Economic behavior in connection with inflation, unemployment, taxation, economic development, as well as consumer information and economic behavior in the market place are thus among the fields of interest. The journal also encourages submissions dealing with social interaction in economic contexts, like bargaining, negotiation, or group decision-making. The Journal of Economic Psychology contains: (a) novel reports of empirical (including: experimental) research on economic behavior; (b) replications studies; (c) assessments of the state of the art in economic psychology; (d) articles providing a theoretical perspective or a frame of reference for the study of economic behavior; (e) articles explaining the implications of theoretical developments for practical applications; (f) book reviews; (g) announcements of meetings, conferences and seminars.
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