Dynamic valuation: Preference changes in the context of face-to-face negotiation

被引:29
作者
Curhan, JR
Neale, MA
Ross, L
机构
[1] MIT, Sloan Sch Management, Cambridge, MA 02142 USA
[2] Stanford Univ, Grad Sch Business, Stanford, CA 94305 USA
[3] Stanford Univ, Dept Psychol, Stanford, CA 94305 USA
基金
美国国家科学基金会;
关键词
dynamic valuation; negotiation; conflict resolution; reactive devaluation; reactance; dissonance; self-perception; attribution theory; preference change;
D O I
10.1016/j.jesp.2003.12.002
中图分类号
B84 [心理学];
学科分类号
04 ; 0402 ;
摘要
This experiment examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of "student" or "financial aid officer" exchanged proposals regarding the terms of a student loan. Consistent with dissonance theory, participants increased their liking for proposals they offered and/or ultimately accepted. The reactance theory prediction that participants would devalue proposals received from their opponents was confirmed for loan officers, but not for students. A pair of experimental manipulations involving the pre-rating of proposals and/or the opportunity for participants to engage in a brief discussion period prior to the initial exchange of offers mediated these effects, and influenced subsequent rates of agreement. Underlying attributional mechanisms and the implications of these findings for facilitating agreements are discussed. (C) 2004 Elsevier Inc. All rights reserved.
引用
收藏
页码:142 / 151
页数:10
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