Resolving the complexity–flexibility dilemma in multi-issue negotiations: Nested bracketing as a strategy to enhance negotiation outcomes.
研究了多议题谈判中不同括弧策略对联合结果的影响，发现嵌套括弧法能帮助谈判者识别分散的整合性交易机会，从而在不牺牲灵活性的情况下管理复杂性。
= 1,602), we investigate how different bracketing strategies influence joint outcomes. We first examine subset bracketing, a widely used cognitive strategy that improves outcomes when it aligns with task flexibility-namely, when integrative trade-off opportunities are concentrated within subsets-but hinders outcomes when it misaligns, with such opportunities scattered across subsets. To address this limitation, we propose nested bracketing-a hierarchical information-processing strategy in which issues are organized into subordinate subsets to manage complexity and then integrated into a superordinate structure to preserve flexibility. Across studies, nested bracketing enables negotiators to recognize dispersed integrative trade-off opportunities by fostering insight into counterparts' priorities, thereby improving joint negotiation outcomes. This work clarifies when subset bracketing helps or hurts in multi-issue negotiations and introduces nested bracketing as an effective approach for managing complexity without sacrificing flexibility. (PsycInfo Database Record (c) 2026 APA, all rights reserved).