个体特征在权力不均衡谈判中的影响
发布时间：2019-04-10 14:40
【摘要】：本文考察了在权力不均衡谈判中,谈判者的性格、文化价值观和认知特征对价值索取和价值创造的影响。本研究采用模拟谈判的方法,首先验证了谈判者的权力对价值索取的影响。进而,研究发现,弱势方的外向性和现代性与其个体收益正相关,弱势方的心理觉知有助于提高小组的联合收益;强权者的传统性越高,其所在谈判小组的联合收益也越高。本文最后讨论了研究的理论贡献和实践意义,并提出了未来的研究方向。
[Abstract]:This paper examines the influence of negotiators' personality, cultural values and cognitive characteristics on value acquisition and value creation in power imbalance negotiations. This study uses simulated negotiation method to verify the influence of negotiator's power on value claim. Furthermore, it is found that the extroversion and modernity of the weak party are positively related to the individual income, and the psychological awareness of the weak side helps to improve the joint benefit of the group, and the higher the traditional nature of the powerful, the higher the joint benefit of the negotiating group. Finally, this paper discusses the theoretical contribution and practical significance of the research, and puts forward the future research direction.
【作者单位】： 北京外国语大学国际商学院;上海财经大学商学院;
【基金】：国家自然科学基金项目(71472016;71402052) 北京外国语大学青年创新团队项目(2015JT005)的阶段性成果
【分类号】：C912.3
本文编号：2455885
[Abstract]:This paper examines the influence of negotiators' personality, cultural values and cognitive characteristics on value acquisition and value creation in power imbalance negotiations. This study uses simulated negotiation method to verify the influence of negotiator's power on value claim. Furthermore, it is found that the extroversion and modernity of the weak party are positively related to the individual income, and the psychological awareness of the weak side helps to improve the joint benefit of the group, and the higher the traditional nature of the powerful, the higher the joint benefit of the negotiating group. Finally, this paper discusses the theoretical contribution and practical significance of the research, and puts forward the future research direction.
【作者单位】： 北京外国语大学国际商学院;上海财经大学商学院;
【基金】：国家自然科学基金项目(71472016;71402052) 北京外国语大学青年创新团队项目(2015JT005)的阶段性成果
【分类号】：C912.3
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