Psychological Variables in Negotiation
对谈判中的个体心理和社会心理变量进行分类，区分了感知、评价和信息处理因素，这些因素可能改变客观结果并解释经济学或博弈论无法预测的现象。
Individual psychological and social-psychological variables in negotiations are considered and classified. A distinction is made between perceptual, evaluation, and information processing factors. These factors may transform the objective payoffs (the results of negotiation) and may also include additional subjective information. The psychological variables affect the utilities of the outcomes of negotiation and might explain results not predicted by economics or game theory. Copyright 1991 by WWZ and Helbing & Lichtenhahn Verlag AG