谈判者第一次出价对谈判破裂的影响：角色的调节作用

The Impact of the First Offer on Negotiation Impasse: Negotiating Roles Matter

谈判者在大多数情况下都希望能顺利达成协议，但很多时候多种因素使得谈判进入僵局或者破裂。本研究利用模拟谈判的手段，综合考察了第一次出价对谈判破裂的影响。很多谈判者出于害怕吃亏或者希望获得更多收益，向对手提出较高的第一次开价。研究一证明第一次出价越高，谈判越容易失败。有趣的是，第一次开价的高低与谈判破裂之间的关系会受到谈判角色的影响，谈判者的权力不同会使得他们的第一次开价具有不同的作用。研究二证实，当谈判双方权力不对等时，第一次出价对谈判破裂的负面作用受到了权力的影响。弱者的第一次出价越高，谈判越容易破裂。中介分析表明，当弱者出价较高时，容易让对方感到竞争性过强，因此不愿意达成协议。本研究不仅丰富了谈判破裂和第一次出价的理论研究，而且对于谈判者具有实践意义。

This paper aims to examine the impact of negotiators’ first offers on negotiation impasse as well as the moderating effect of negotiating roles.Even though first offers can have significant effects on the process and outcome of negotiations， this topic has been largely overlooked in existing literature on negotiation impasse. Two studies were conducted to investigate the relationship between first offers and negotiation impasse. In Study 1， we predicted that extreme first offers can lead to impa