Psychological Influence in Negotiation: An Introduction Long Overdue
分析了社会影响研究在谈判领域渗透有限的原因，界定了心理影响的概念，回顾了相关决策研究，并举例说明如何利用这些研究创造心理影响策略，同时探讨了防御和伦理问题。
This article begins with an analysis of the limited extent to which social influence research has penetrated the field of negotiation. The authors argue that one barrier has been that research on social influence focuses almost exclusively on economic or structural levers of influence. With this background, the article seeks to do the following: (a) define the domain of psychological influence as consisting of tactics that do not require the influencer to change the economic or structural aspects of the bargaining situation, (b) review prior decision research to identify ideas that may be relevant to psychological influence, (c) provide numerous examples of how decision research can be leveraged to create psychological influence tactics for negotiators, (d) consider how targets of influence might defend against the tactics herein considered, and (e) consider some of the ethical issues surrounding the use of psychological influence in negotiation.