沉默是金：长时间的沉默、深思熟虑的心态和谈判中的价值创造

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Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation

——原载美国《应用心理学杂志》2022年第107卷第1期——

<Journal of Applied Psychology> 107 (1)

【摘要】我们研究了双边谈判中沉默停顿的先前未被研究的影响。测试了两种理论观点——（a）内部反思观点，沉默导致审慎心态，进而促进价值创造；（b）社会感知观点，沉默导致恐吓和价值主张。研究1揭示了持续至少3秒的自然发生的沉默停顿（延长沉默）与价值创造行为和结果之间的直接相关性。研究2表明，指示一方或双方使用延长的沉默会导致价值创造。其他研究为这种效应建立了一种机制，据此，使用长时间沉默的谈判者表现出更深思熟虑的心态（研究3）和减少固定馅饼感知（研究4）的证据，这两者都与价值创造有关。总而言之，我们的发现与内部反思的观点是一致的，即长时间的沉默通过打断默认、固定的思维方式和培养更深思熟虑的心态来增加价值创造。研究3的结果还提出了一个边界条件，即当地位差异显着时，地位较高的政党使用沉默会导致价值创造，而地位较低的政党使用沉默则不会。最后，研究4表明，指导谈判者使用沉默比指导他们解决问题更有效地创造价值。挑战沉默是一种恐吓形式的社会认知观点，我们没有发现任何证据表明长时间的沉默与声称的价值比例或对方的主观价值之间存在任何关联。

[Abstract] We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theoretical perspectives are tested—(a) an internal reflection perspective, whereby silence leads to a deliberative mindset, which, in turn, prompts value creation, and (b) a social perception perspective, whereby silence leads to intimidation and value claiming. Study 1 reveals a direct correlation between naturally occurring silent pauses lasting at least 3s (extended silence) and value creation behaviors and outcomes. Study 2 shows that instructing one or both parties to use extended silence leads to value creation. Additional studies establish a mechanism for this effect, whereby negotiators who use extended silence show evidence of greater deliberative mindset (Study 3) and a reduction in fixed-pie perceptions (Study 4), both of which are associated with value creation. Taken together, our findings are consistent with the internal reflection perspective, whereby extended silence increases value creation by interrupting default, fixed-pie thinking, and fostering a more deliberative mindset. Findings of Study 3 also suggest a boundary condition whereby when status differences are salient, the use of silence by higher status parties leads to value creation, whereas the use of silence by lower status parties does not. Finally, Study 4 shows that instructing negotiators to use silence is more effective for value creation than instructing them to problem-solve. Challenging the social perception perspective that silence is a form of intimidation, we find no evidence for any associations between extended silence and the proportion of value claimed or subjective value of the counterpart.

论文原文：Curhan,J. R., Overbeck, J. R., Cho, Y., Zhang, T., & Yang, Y. (2022). Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation. Journal of Applied Psychology, 107(1), 78–94.

https://doi.org/10.1037/apl0000877