An Experimental Research About Influence Of Time Pressure And Temporal Distance On Negotiation

The main aim of the present research is to investigate the influence of time pressure and temporal distance on negotiators'issue consideration way,negotiators'concession way and negotiation outcome.On the basis of literature review of time issue in negotiation research,3 problems which are intended to revolve are put forward:(1) what effects have time pressure and temporal distance on negotiators'issue consideration way? Put it in detail,the problem is on what condition negotiators prefer piecemeal issue consideration and on what condition negotiators prefer simultaneous issue consideration.(2) What effect have time pressure and temporal distance on negotiators' concession way? Put it in detail,on what condition negotiators concede more on high priority issue and on what condition negotiators concede more on low priority issue.(3) What effect have time pressure and temporal distance on negotiation outcome.Three experiments are designed to resolve the three problems above.216 students are explored and group investigating is used in Experiment I.The negotiation task is presented to the subject on four experiment condition.The subjects are told to participate a simulate negotiation, then they are told to report their preference on piecemeal issue consideration way and preference on simultaneous issue consideration way after reading the relevant material,thus they must choose a issue consideration way they'd like to use.216 students are explored and group investigating is used in Experiment 2 either.The negotiation task and role introduction are presented to the subjects, then a proposal which involve a high priority concession are presented.The subjects are told to report their satisfaction degree and rejection degree to the proposal.80 subjects are employed in Experiment 3.20 live group negotiations were carried on in this experiment.Subjects are told to play four store representative roles that are preparing to negotiate to establish a joint market.The experimenter observed and record the single offer times and multi offer time and joint outcome, then asked the subject to report their issue consideration way and concession way. By statistical analysis,the main findings of the present research are as follows:(1) Negotiators with time pressure are more likely to choose piecemeal issue consideration;(2) Negotiators with near temporal distance are more likely to choose piecemeal issue consideration;(3) Negotiators with distant temporal distance are more likely to choose simultaneous issue consideration.(4) On near temporal distance condition,negotiators with time pressure are more likely to prefer piecemeal issue consideration than negotiators without time pressure.(5) Negotiators with.distant temporal distance and without time pressure are more likely to prefer piecemeal issue consideration than negotiators with near temporal distance.(6) Negotiators with time pressure concede more on high priority issue than negotiators without time pressure.(7) On near temporal distance condition,negotiators with time pressure concede more on high priority issue than negotiators without time pressure.