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Cognitive biases in negotiation : The determinants of fixed-pie assumption and fairness bias

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  • 交渉時の認知的バイアス : 固定資源知覚と公正バイアスの規定因の検討
  • コウショウジ ノ ニンチテキ バイアス コテイ シゲン チカク ト コウセイ

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Abstract

Assuming two cognitive biases, the fixed-pie assumption and the fairness bias, as interfering with an integrative agreement in negotiations, we attempted to examine the effects upon them of incompatibility of interests and amount of information of the other party's interests. In Study 1,17 pairs of Japanese subjects negotiated with each other in a situation in which potentially integrative solutions were available. Inconsistent with the findings obtained in research using American subjects, however, our subjects perceived the situation as less incompatible than it actually was, and rated the other parties as more fair than themselves. In Study 2, another 16 Japanese subjects were given the written records of the negotiations of Study 1, and rated the perceived incompatibility of the situation and fairness of the negotiator from a neutral point of view. The results reveal- ed that the compatibility perception found in Study 1 was an artifact produced by the task structure. That is, neither the fixed-pie assumption nor compatibility perception occurred in the present study. Discussion was conducted from a cross-cultural as well as a procedural perspective.

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