科学与奥秘 科学奥祕:这种人就是会讨价还价

科学奥祕:这种人就是会讨价还价  

Everyone knows someone who bargains extraordinarily well. According to a new study in The Proceedings of the National Academy of Sciences
skilled negotiators are using extra brainpower to do so.
每个人都认识那些特会讨价还价的人。美国国家科学学会一项最新研究表明，善于洽谈的人所需使用的脑力比一般人更多。
Researchers created a game in which players were given the true value of an object on a scale of 1 to 10. The players used this information to make a bid to the seller of the object
who did not know the true value.
研究人员设计了一个游戏，参与者会得到一个实际价值为1-10区间内物品（实际价值对参与者已知），并利用这项信息向卖家出价，但游戏的过程中，卖家不知道该物品的实际价值。
The buyers fell into three groups. One group consisted of players who were honest in their price suggestions
making low bids directly related to the true value. A second group
called “conservatives
” made bids only weakly related to the true price. The last and most interesting group
known as “strategic deceivers
” bid higher when the true price was low
and then when the true price was high
they bid low
and collected large gains.
买者（即已知该物品价值的参与者）共有三类人。第一类人是直肠子，他们实价实买，完全按照已知的真实价值进行报价。第二类人被称作是“保守派”，他们会对报价进行适当的压价，但幅度不大。而最后一组最有趣，他们可以算是“策略骗子”，他们在价低的时候报高价，而在价高的时候又报低价，从中赚取大笔利益。
“They are making sure they even it out so they stay believable
and they make the most money because of it
” said Read Montague
a neuroscientist at the Baylor College of Medicine and one of the study’s authors.
贝勒医学院神经科学家、该调查发起者之一的里德·蒙塔奇说：“他们得确保把报价两头拉平，以保持自身的可信度，这样一来就可以大赚一笔。”
Dr. Montague and his colleagues ran functional M.R.I.’s on the subjects as they played and found that the strategic deceivers had unique brain activity in regions connected to plex decision-making
goal maintenance and understanding another person’s belief system. Though the game was abstract
there are real-life advantages to being a strategic deceiver.
蒙塔奇博士和他的同事们对于那些“策略骗子”进行了脑部核磁共振，结果发现他们在与三大功能部分连接的大脑分区活动方式很特别，这三个功能分别是：复杂决策、目标维持和理解他人价值体系。虽然这个游戏比较抽象，但是在现实生活中做一个“策略骗子”确实有其独特的优势。
“It’s used to bargain in a marketplace or in a store but also to recruit someone for a job
or to negotiate a higher salary
” Dr. Montague said.
他还说：“这种能力可以让你在市场讨价还价时更加得心应手，而且在你要招聘或者商谈更高薪水时，也是好处多多。”