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权力、社会动机和问责对谈判知觉、行为和结果的影响 被引量：5

The Effects of Power,Social Motive,and Accountability on the Negotiation Cognition,Behavior,and Outcomes
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摘要 采用工作面试的谈判任务,运用模拟实验方法,探讨了不同权力谈判者(人事经理与应聘者)的社会动机在不同问责条件下对谈判的影响。156名(78组)大学生按同性别陌生人进行一对一的模拟谈判。结果表明:(1)包含亲社会人事经理的谈判组整体的固定馅饼知觉偏差较小。(2)问责提高了相同社会动机谈判组的联合收益和问题解决行为,但减少了混合社会动机谈判组的联合收益和问题解决行为。 A simulated negotiation experiment was designed to explore the different effects of social motive be- tween high power and low power negotiators under either holding accountability or not holding ac- countability condition by using the negotiation task of job interview. One hundred and fifty-six under- graduate students（78 dyads） took part in a simula- ted one-to-one negotiation. The players in the same negotiation didn＇ t know each other and had the same sex. The results indicated： （1） Dyads inclu- ding one prosocial recruiter held less fixed-pie per-ceptions than dyads including one proself recruiter for dyad-level outcomes. （2） Dyads consisting of two pro-social or two pro-self negotiators achieved higher joint outcomes and engaged in more problem solving while holding accountability rather than not. Dyads consisting of one pro-social and one pro-self negotiators achieved lower joint outcomes and engaged in more problem solving while holding accountability rather than not.
作者 韦庆旺 郑全全 俞国良
机构地区 中国人民大学心理研究所 浙江大学心理与行为科学系
出处 《应用心理学》 CSSCI 2010年第1期27-34,共8页 Chinese Journal of Applied Psychology
基金 国家自然科学基金(70671090 30870777) 中国博士后科学基金(20090450490)
关键词 谈判 权力 社会动机 问责 求知动机 negotiation, power, social motiva- tion, accountability, epistemic motivation
分类号 B849 [哲学宗教—应用心理学] C91 [经济管理]
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参考文献17

  • 1韦庆旺,郑全全.权力对谈判的影响研究综述[J].人类工效学,2008,14(2):54-56. 被引量：8
  • 2韦庆旺,俞国良.权力的社会认知研究述评[J].心理科学进展,2009,17(6):1336-1343. 被引量：57
  • 3Anderson,C.,& Thompson,L.L.(2004).Affect from the top down:How powerful individuals' positive affect shapes negotiations.Organizational Behavior and Human Decision Processes,95,125-139.
  • 4Beersma,B.,& De Dreu,C.K.W.(2002).Integrative and distributive negotiation in small groups:Effects of task structure,decision rule,and social motive.Organizational Behavior and Human Decision Processes,87,217-252.
  • 5De Dreu,C.K.W.,& Carnevale,P.J.(2003).Motivational bases for information processing and strategic choice in conflict and negotiation.In M.P.Zanna(Ed.),Advances in Experimental Social Psychology(Vol.35,pp.235-291).New York:Academic Press.
  • 6De Dreu,C.K.W.,Koole,S.,Steinel,W.(2000b).Unfixing the fixed-pie:A motivated information processing of integrative negotiation.Journal of Personality and Social Psychology,79,975-987.
  • 7De Dreu,C.K.W.,Weingart,L.R.,& Kwon,S.(2000a).Influence of social motives on integrative negotiation:A meta-analytical review and test of two theories.Journal of Personality and Social Psychology,78,889-905.
  • 8Galinsky,A.D.,Magee,J.C.,Lnesi,M.E.,& Gruenfeld,D.H.(2006).Power and perspectives not taken.Psychological Science,17,1068-1074.
  • 9Gelfand,M.J.,& Realo,A.(1999).Individualism-collectivism and accountability in intergroup negotiations.Journal of Applied Psychology,84,721-736.
  • 10Keltner,D.A.,Van Kleef,G.A.,Chen,S.,&Kraus,M.W.(2008).A reciprocal influence model of social power:Emerging principles and linesof inquiry.In M.A.Zanna(Ed.),Advances in Experimental Social Psychology,40,151-192.

二级参考文献59

  • 1张志学,王敏,韩玉兰.谈判者的参照点和换位思考对谈判过程和谈判结果的影响[J].管理世界,2006,22(1):83-95. 被引量：11
  • 2韦庆旺.(2008).权力差异和社会动机对谈判行为和结果的影响.博士学位论文.浙江大学.
  • 3Anderson, C., & Berdahl, J. L. (2002). The experience of power: Examining the effects of power on approach and inhibition tendencies. Journal of Personality and Social Psychology, 83, 1362-1377.
  • 4Anderson, C., & Galinsky, A. D. (2006). Power, optimism, and risk-taking. European Journal of Social Psychology, 36, 511-536.
  • 5Bargh, J. A., & Chartrand, T. L. (1999). The unbearable automaticity of being. American Psychologist, 54, 462--479.
  • 6Bargh, J. A., Raymond, P., Pryor, J. B., & Strack, F. (1995). Attractiveness of the underling: An automatic power-sex association and its consequences for sexual harassment and aggression. Journal of Personality and Social Psychology, 68, 768-781.
  • 7Berdahl, J. L., & Anderson, C. (2002). Effects of power on emotion and expression during a controversial group discussion. European Journal of Social Psychology, 36, 497-509.
  • 8Carver, C. S., Sutton, $. K., & Scheier, M. F. (2000). Action, emotion, and personality: Emerging conceptual integration.Personality and Social Psychology Bulletin, 26, 741-751.
  • 9Chen, S., Lee-Chai, A. Y., & Bargh, J. A. (2001). Relationship orientation as moderator of the effects of social power. Journal of Personality and Social Psychology, 80, 183-187.
  • 10Emerson, R. M. (1962). Power-dependence relations. American Sociological Review, 27, 31-40.

共引文献61

同被引文献148

  • 1Anderson, C., & Berdahl, J. L. (2002). The experience of power: Examining the effects of power on approach and inhibition tendencies. Journal of Personality and Social Psychology, 83(6), 1362-1377.
  • 2Anderson, C., John, O. P., & Keltner, D. (2012). The personal sense of power. Journal of Personality, 80, 313-344.
  • 3Bargh, J. A., Raymond, P., Pryor, J. B., & Strack, F. (1995). Attractiveness of the underling: An automatic power--sex association and its consequences for sexual harassment and aggression. Journal of Personality and Social Psychology, 68, 768-781.
  • 4Boksem, M. A. S., Smolders, R,, & De Cremer, D. (2009). Social power and approach-related neural activity. Social Cognitive and Affective Neuroscience, doi: 10.1093/scan/ nsp006.
  • 5Carney, D. R., Hall, J. A., & LeBeau, L. S. (2005). Beliefs about the nonverbal expression of social power. Journal of Nonverbal Behavior, 29(2), 105-123.
  • 6Caza, B. B., Tiedens, L., & Lee, F. (2010). Power becomes you: The effects of implicit and explicit power on the self. Organizational Behavior and Human Decision Processes, 114(1, 15-24.
  • 7Chen, S., Langner, C. A., & Mendoza-Denton, R. (2009). When dispositional and role power fit: Implications for self-expression and self-other congruence. Journal of Personality and Social Psychology, 96(3), 710-727.
  • 8Chen, S., Lee-Chai, A. Y., & Bargh, J. A. (2001). Relationship orientation as a moderator of the effects of social power. Journal of Personality and Social Psychology, 80(2), 173-187.
  • 9Chiao, J. Y., Bordeaux, A. R., & Ambady, N. (2004). Mental representations of social status, Cognition, 93, B49-B57.
  • 10Chiao, J. Y., Harada, T., Oby, E. R., Li, Z., Parrish, T., & Bridge, D. J, (2009). Neural representations of social status hierarchy in human inferior parietal cortex. Neuropsychologia, 47, 354-363.

引证文献5

二级引证文献58

应用心理学
2010年 第1期

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