The Impact of Time Pressure and Information on Negotiation Process and Decisions

被引：0
作者：
Alice F. Stuhlmacher
Matthew V. Champagne
机构：
[1] DePaul University,Department of Psychology
[2] IOTA Solutions,undefined
来源：
Group Decision and Negotiation | 2000年 / 9卷
关键词：
decision making; information; negotiation; policy modeling; self knowledge; strategy; time pressure; utility;
D O I：
暂无
中图分类号：
学科分类号：
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.
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页码：471 / 491
页数：20
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