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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


  • 佐々木, 秀綱
  • SASAKI, Hidetsuna


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    Note: 『一橋商学論叢』12-2(2017年11月刊行予定)に掲載予定のため、論文データ(PDF)を取り下げ。[2017/8/2], Withdrawn due to publication in 『一橋商学論叢』12-2 (Nov. 2017).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]

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