权力和时间压力对整合式谈判的影响

发布时间：2018-03-10 12:55

本文选题：整合式谈判　切入点：权力　出处：《四川师范大学》2017年硕士论文　论文类型：学位论文

【摘要】：谈判,是用来解决各种冲突的一种十分普遍的手段。而成功的谈判,应当是谈判双方达成一个“双赢”的局面。尽管许多谈判都存在整合性,即“双赢”的可能,但是却只有少数能够成为整合式谈判。权力作为影响谈判的重要因素,对于整合式谈判的影响是如何的呢?时间压力会使谈判者认知闭合需求变大,那么二者同时对整合式谈判会造成怎样的影响呢?本研究分为三个部分。研究一对权力进行了操作。目的:检验权力平等或者权力不等条件下的谈判结果和谈判行为。方法:采用2(权力水平:相等不相等)因素被试间实验设计。结果:(1)权力是影响谈判结果与行为的重要因素,当双方权力水平相等时,谈判双方会更容易达成协议,并且获得较高的收益点数,更容易达成双赢;(2)权力水平对谈判双方的行为是有明显的影响的。权力小的被试在谈判中表现出更多的整合行为与积极响应行为;(3)个体的行为与最终受益有关,被试整合行为和积极响应越多,个人的收益与对方的联合收益点数就越高。相反其消极行为越多,个人收益点数以及与对方的联合收益点数就越多少。研究二对时间压力进行了操作。目的:检验不同时间压力下的谈判结果和谈判行为。方法:采用2(时间压力:大、小)因素被试间实验设计。结果:(1)时间压力也是影响谈判结果与行为的重要因素,时间压力越大,谈判双方达成的联合收益点数越小;(2)时间压力小组的被试表现出更多的分配行为和整合行为;时间压力大组的被试则表现出更多的积极行为和消极行为。(3)具有亲社会价值取向的被试的目标得分显著低于其他价值取向的被试。这一点与实验一的结果相同。研究三在研究一和二的基础上,操作不同的时间压力水平和权力水平。目的:检验不同时间压力下,拥有较大权力或拥有较小权力对谈判结果和谈判行为的影响,并通过与前两个研究的比较进一步说明时间压力和权力对个体的整合性谈判所产生的不同影响。方法:采用2(时间压力:大、小)×2(权力水平:大、小)的被试间实验设计。结果:(1)权力和时间压力会分别影响谈判的结果,但时间压力会改变权力对谈判结果的影响。(2)当时间压力了较大时,权力小的被试反而更容易获得对自己有利的结果。(3)时间压力越大,被试的整合行为越少,而整合行为与个人收益和联合收益都有关。综合以上研究结果我们可以得出以下结论:(1)权力和时间压力都能对谈判的结果和行为产生影响,且二者存在交互作用;(2)时间压力小的被试往往更容易获得利于双方谈判的结果,不管权力大小,在谈判中都应该为自己争取多一点的时间以获得双赢的局面;(3)谈判中权力高的被试应当把握住自己的优势,尽量给足双方谈判时间,多给自己思考的机会,以获得较高的收益;(4)谈判中权力较低的个体则应当充分发挥自己的能动性,主动探索对自己有利的信息,增加对谈判有利的积极行为和整合式行为,以获得对自己更有利的收益。在时间紧迫的情况下,更加要积极主动,获得更好的收益。
[Abstract]:Negotiation is used to a very common way to solve the conflict. And the success of the negotiations, negotiations should be the two sides to reach a "win-win" situation. Although many negotiations are integrated, namely "win-win", but only a few can be integrated negotiation power as an important factor affecting the negotiations. The influence on the integrative negotiation is how? Time pressure will make the demand for cognitive closure becomes larger, so the two at the same time of integrative negotiation will cause what kind of impact? This research is divided into three parts. One of the powers of operation. Objective: to test the power of equal or unequal power conditions the results of the negotiations and negotiation behavior. Methods: the 2 (power level: the same factors) between subjects design. Results: (1) power is an important factor to influence the outcome of the negotiations and behavior, when the power of water The flat is equal, the negotiations will be easier to reach an agreement, and get higher profit points, easier to reach a win-win situation; (2) the power level has a significant impact on the negotiations between the two sides. The behavior of small power subjects in the negotiations showed more positive behavior and integrated response behavior; (3) the behavior of the individual is related to the ultimate benefit, subjects integration behavior and positive response to the more personal income and other income plus points higher. Contrary to its more negative behavior, personal income and other income points and joint points. How much more research on the two time pressure for the operation. Objective: to test the different time under the pressure of the results of the negotiations and negotiation behavior. Methods: the 2 (time pressure: large, small) between subjects experimental design. Results: (1) the time pressure is also important factors to influence the outcome of the negotiations and behavior, the greater the pressure time, negotiations The two sides reached a joint return points is smaller; (2) time pressure group participants showed more distribution behavior and behavior integration; time pressure groups were showed more positive behavior and negative behavior. (3) the pro social values of the test target has scored significantly lower than other the value orientation of the subjects. And this experiment results in a study of three of the same. And on the basis of two different operation time pressure level and power level. Objective: to test the effect of different time pressure, have a greater power or have smaller power talks results and negotiation behavior, and through comparison with the first two studies further illustrate the different effects of time pressure and power integration negotiations on individual generated. Methods: the 2 (time pressure: large, small) * 2 (power level: large, small) between the test experimental design. Results: (1) the right Time and pressure will affect the outcome of the negotiations, but the time pressure will change the influence of power on the outcome of the negotiations. (2) when the time pressure is large, small power is easier to obtain favorable results on their own time. (3) the greater the pressure, integration of subjects for less while the integration, behavior and personal income and joint gains are related. Based on the above results we can draw the following conclusions: (1) the power and time pressure can affect the outcome of the negotiations and behavior, and there was an interaction between the two parties; (2) the time pressure is small is often easier to get to the negotiations between the two sides the results, regardless of the size of the powers, in the negotiations should fight for a little more time for himself to get a win-win situation; (3) high power in the negotiation of subjects should grasp their own advantages, to give enough time for negotiations between the two sides, on the machine Will, in order to obtain higher returns; (4) the negotiation power low individual should give full play to their initiative, active exploration of their favorable information, increase of positive behavior and integrated negotiation behaviors favorable, in order to obtain more favorable to their income. In the case of time, more proactive, to get better returns.

【学位授予单位】：四川师范大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：B842

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