不同权力谈判者的社会动机对谈判的影响被引量：1

The Impact on Negotiation from Social Motives of Negotiators with Different Power

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摘要采用工作面试的谈判任务,对166名大学生按同性别陌生人进行一对一的模拟谈判,考察不同权力谈判者(人事经理与应聘者)的社会动机对谈判双赢的影响。结果发现,人事经理单独具有亲社会动机时与谈判双方同时具有亲社会动机时其联合收益没有显著差异,但比双方社会动机控制组的联合收益更多。回归分析表明,谈判中权力大者的社会动机比权力小者的社会动机对谈判的整合结果影响更大,并且这种影响不依赖于谈判者抱负水平和积极情绪的作用。 Negotiation tasks of job interviews were conducted in a group of 166 college students,who were divided for one-to-one（of the same sex） simulated negotiation.These tasks aimed at investigating the influence of social motives of negotiators with different power（HR Managers and candidates） on a win-win negotiation.It has been found out that no marked differences on united benefits existed either with HR manager＇s individual pro-social motive or with both parties＇,while more united benefits were created in both parties＇ control groups of social motive.The regression analysis indicated the influence on integrated results of negotiation from social motive of the one with more power was greater than those from social motive of the one with less power,and such influence was independent of functions of negotiators＇ ambition and positive emotion.

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《人类工效学》 2011年第3期14-17,共4页 Chinese Journal of Ergonomics

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 negotiation power social motive

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9

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二级参考文献16

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