The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes |
| |
| Affiliation: | 1. Department of Neurological Surgery, University of Pittsburgh Medical Center, Pittsburgh, Pennsylvania;2. University of Pittsburgh School of Medicine, Pittsburgh, Pennsylvania;3. Division of Child Neurology, Department of Pediatrics, Children''s Hospital of Pittsburgh, University of Pittsburgh Medical Center, Pittsburgh, Pennsylvania;1. UTP University of Science and Technology, Faculty of Telecommunications, Computer Science and Electrical Engineering, ul. Kaliskiego 7, 85-796 Bydgoszcz, Poland;2. Institute of Microtechnology of Swiss Federal Institute of Technology in Lausanne, Rue de la Maladière 71B, CH-2002 Neuchâtel, Switzerland;1. Nationwide Children''s Hospital, Columbus, Ohio;2. University of Mississippi Medical Center, Jackson, Mississippi;1. School of Biological Sciences, University of Auckland, New Zealand;2. Maurice Wilkins Centre for Molecular Biodiscovery, University of Auckland, New Zealand;3. Department of Surgery, Faculty of Medical & Health Sciences, University of Auckland, New Zealand;4. Centre for Advanced Discovery and Experimental Therapeutics, CMFT, Manchester Academic Health Sciences Centre, and Institute of Cardiovascular Sciences, Faculty of Biology, Medicine and Health, University of Manchester, UK;5. Michael Barber Centre for Collaborative Mass Spectrometry, Manchester Institute of Biotechnology, University of Manchester, UK;6. Key Laboratory of Regenerative Biology and Guangdong Provincial Key Laboratory of Stem Cell and Regenerative Medicine, Guangzhou Institute of Biomedicine and Health, Chinese Academy of Sciences, Guangzhou, China;7. Joint School of Biological Sciences, Guangzhou Institute of Biomedicine and Health, Guangzhou Medical University, Guangzhou, China;8. College of Pharmacy, Jinan University, Guangzhou, China;9. School of Social & Community Medicine, Faculty of Health Sciences, University of Bristol, UK |
| |
| Abstract: | The following paper offers both a framework and empirical test of the importance of negotiators′ aspiration levels and settlement expectancies on negotiated outcomes. In particular, we demonstrate that, in the presence of a stable bargaining zone, negotiators′ aspirations significantly affect negotiated outcomes. Further, we find that asymmetries in negotiators′ aspirations with respect to the bargaining zone are a source of inefficiency in bargaining-i.e., asymmetries increase the likelihood of impasse in the presence of a positive bargaining zone. We also present data which examine the role of settlement expectancies as another source of settlement inefficiency. |
| |
| Keywords: | |
| 本文献已被 ScienceDirect 等数据库收录！ |
|
