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The Effect of Time Pressure, Time Elapsed and the Opponent's Concession Rate on Behavior in Negotiation

Dean G. PruittJulie Latané Drews

出版	Department of Psychology, State University of New York at Buffalo, 1967
URL	http://books.google.com.hk/books?id=ncJ8TCGLXjAC&hl=&source=gbs_api

註釋

Eighty students were run in a laboratory paradigm of negotiation resembling that employed by Siegel and Fouraker. Time pressure produced, on the first trial, less ambitious goals, lower levels of demand and less bluffing. Over the later trials, level of demand and amount of bluffing were reduced at a diminishing rate, but goals remained unchanged. Neither time pressure nor the other negotiator's rate of concession affected the rate of change in demand or bluffing over time. Several items of evidence suggested the presence of substantial wishful thinking about the other negotiator's goals. (Author).