IDEAS home Printed from https://ideas.repec.org/p/hit/hmicwp/214.html
   My bibliography  Save this paper

交渉研究における認知心理学的アプローチ, A Literature Review on Studies about Cognitive Biases of Negotiators

Author

Listed:
  • 佐々木, 秀綱
  • SASAKI, Hidetsuna

Abstract

本稿の目的は，ヒューリスティクスやそれに由来する認知バイアスが交渉者に与える影響について注目した研究の大綱的なレビューを行うことである．既存の知見を整理するに当たって，本稿では特に（a）確証ヒューリスティクスに由来する認知バイアスや，（b）プロスペクト理論，（c）固定パイの誤謬といった問題に焦点を当てている．これらについての研究を概説したうえで，今後の交渉研究の展望を示す．, Negotiation studies have so far advanced insight about individual behaviors in negotiation processes. These researches revealed that negotiators judgement and decision-making are influenced by some heuristics and cognitive biases. In this paper, these findings are reviewed and organized so as to present direction for future researches. Specifically, the author focused (a) confirmation heuristics, (b) prospect theory, and (c) fixed-pie error as major source of cognitive distortion of negotiators. It is also discussed that we need further examination about the influence of other major heuristics and biases on negotiator’s behaviors, and strategies for de-biases．

Suggested Citation

  • 佐々木, 秀綱 & SASAKI, Hidetsuna, 2017. "交渉研究における認知心理学的アプローチ, A Literature Review on Studies about Cognitive Biases of Negotiators," Working Paper Series 214, Management Innovation Research Center, School of Business Administration, Hitotsubashi University Business School.
    • Handle: RePEc:hit:hmicwp:214
    Note: 『一橋商学論叢』12-2(2017年11月刊行予定)に掲載予定のため、論文データ（PDF）を取り下げ。[2017/8/2], Withdrawn due to publication in 『一橋商学論叢』12-2 (Nov. 2017). [Aug. 2, 2017]
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    More about this item

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hit:hmicwp:214. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Digital Resources Section, Hitotsubashi University Library (email available below). General contact details of provider: https://edirc.repec.org/data/mihitjp.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.