Sleep Deprivation and Compensation in Negotiations

谈判中的睡眠剥夺与补偿

• 批准号: 399229969
• 负责人: Professor Dr. Jan A. Häusser
• 金额: --
• 依托单位: Institut für Psychologie (IFP)
• 依托单位国家: 德国
• 项目类别: Research Grants
• 资助国家: 德国
• 项目状态: 未结题
• 来源: https://gepris.dfg.de/gepris/projekt/399229969?language=en
• 关键词: Sleep; Deprivation; Compensation; Negotiations

Negotiations play a crucial role in solving conflicts in social contexts, examples are coalition negotiations or collective bargaining. Such negotiations are frequently carried out under conditions of acute sleep deprivation (e.g., the Brexit negotiations or the negotiations regarding COVID-19 guidelines between federal government and federal states in Germany. In the research project “Effects of Sleep Deprivation in Integrative Negotiations” we conducted first time empirical tests of the influence of sleep deprivation in negotiations. Starting point of this project was the assumption that sleep deprivation would jeopardize the use of integrative potential in negotiations. An integrative potential in negotiation results from different priorities of the negotiation partners regarding the different negotiation issues. The different priorities have to be recognized and used in a logrolling process to arrive at higher joint outcomes. We argue that sleep deprivation impairs the exploitation of the integrative potential. We postulated that three distinct mechanisms are responsible for this effect: reduced cognitive capacities, reduced epistemic motivation, and impaired perspective taking. However, in two controlled laboratory studies with experimentally induced sleep deprivation (one night of total sleep deprivation) and simulated negotiations on the next morning, no empirical support was found for the postulated negative effect of sleep deprivation on the quality of agreements (use of integrative potentials). In these studies, we found evidence that individual impairments inflicted by sleep deprivation might have been mitigated by compensatory effort during the negotiation. A qualitative interview study with German politicians highly experienced in negotiating while sleep deprived (e.g., members of federal and state parliaments, ministers, majors) supported this interpretation and provided in-depth insights into specific compensation strategies to counteract negative effects of sleep deprivation in negotiations. In a second project phase, we will further clarify the null effect and its valid interpretation. To this end, we will conduct a study with high testpower and ecologic validity. This study will have an increased negotiation duration over multiple rounds. If we find evidence for the postulated effect in this study, we will then in a second study, examine the proposed underlying mechanisms (cognitive capacities, epistemic motivation, perspective taking). In case the first study will again show a null effect, in the second study we will conduct a systematic examination of potential compensation strategies. In sum, the second project phase will clarify if sleep deprivation has negative effects in negotiation settings with high ecological validity and how such negative effects could be compensated for.

谈判在解决社会背景下的冲突中起着至关重要的作用，例如联盟谈判或集体谈判。此类谈判经常是在急性睡眠剥夺条件下进行的（例如，英国脱欧谈判或关于199号联邦政府与德国联邦州之间的Covid-19指南的谈判。在研究项目中，“睡眠剥夺的影响”“在综合谈判中的睡眠剥夺的影响”，我们首次剥夺了这项剥夺睡眠的影响。危害在谈判中的综合潜力。认知动机和视角受损。然而，在两项受到实验诱发睡眠剥夺（完全睡眠剥夺的一晚）和在第二天早晨进行的模拟谈判的对照实验室研究中，没有发现睡眠剥夺对协议质量（使用综合潜力的使用）的负面影响。在这些研究中，我们发现证据表明，在谈判过程中，补偿努力可能会减轻因睡眠剥夺造成的个人损害。一项针对德国政治家在谈判方面经验丰富的定性访谈研究，而剥夺睡眠（例如，联邦和州议会成员，部长，专业）支持了这种解释，并提供了对特定补偿策略的深入见解，以抵消谈判中睡眠剥夺的负面影响。在第二个项目阶段，我们将进一步阐明无效效应及其有效的解释。为此，我们将进行一项具有高测试能力和生态有效性的研究。这项研究将在多个回合中增加谈判持续时间。如果我们在这项研究中找到了假定作用的证据，那么我们将在第二项研究中检查提出的潜在机制（认知能力，认知动机，观点的看法）。如果第一项研究将再次显示出无效的效果，那么在第二项研究中，我们将对潜在的补偿策略进行系统的检查。总而言之，第二个项目阶段将阐明睡眠剥夺是否在具有高生态有效性的谈判环境以及如何弥补这种负面影响中会产生负面影响。