走向双赢:动机倾向和信息分享质量在整合性谈判过程中的作用  

The Path to Integrative Agreements:The Role of Motivational Orientation and Information Sharing Quality in Negotiation Process

作　　者：韩玉兰[1] 张志学[1] 王敏[2] 

机构地区：[1]北京大学光华管理学院,北京100871 [2]北京外国语大学国际商学院,北京100089

出　　处：《心理学报》2010年第2期288-303,共16页Acta Psychologica Sinica

基　　金：国家自然科学基金项目(70872002)

摘　　要：研究的主要目的是考察谈判组的动机倾向、信息分享数量和质量、对优先考虑事项和利益一致事项的判断准确性和联合收益之间的关系,以及信息分享质量在谈判过程中的重要性。采用一对一的买卖式谈判任务,由226名被试组成113个谈判组进行面对面的谈判。结果表明,动机倾向、信息分享数量和质量以及谈判双方对优先考虑事项的判断准确性都对联合收益有显著影响,而且信息分享质量比信息分享数量更有预测力。中介作用分析结果显示,信息分享质量在动机倾向和联合收益之间起完全中介作用,对优先考虑事项的判断准确性在信息分享质量和联合收益之间起部分中介作用。研究揭示了整合性谈判的整个过程,验证了信息分享质量在谈判过程中的重要作用。One purpose of this study was to examine the whole negotiation process from motivational orientation,to negotiation behaviors,then to judgment accuracy,and finally to joint gains.Another purpose was to explore the role of information sharing quality in negotiation.According to the theory of cooperation and competition （Deutsch,1949,1973）,cooperative negotiators are more inclined to engage in constructive problem solving than individualistic negotiators.Thus,we predicted that cooperatively oriented negotiating dyads would achieve higher joint gains than mixed dyads or individualistically oriented dyads,and mixed dyads would achieve higher joint gains than individualistically oriented dyads.Exchanging information allows negotiators to have accurate insights into each other＇s interests,and thus helps them find integrative solutions （e.g.,Bazerman Neale,1992）.However,sharing much information does not necessarily lead to accurate judgments unless such sharing is effective.Thus,we conjectured that both information sharing quantity and quality would be positively related to joint gains,and information sharing quality would be more predictive.We also made hypotheses to confirm judgment accuracy would be positively related to joint gains.Finally,based on the above literature review and hypotheses,we hypothesized that information sharing quality would mediate the relationship between motivational orientation and joint gains and judgment accuracy would mediate the relationship between information sharing quality and joint gains.A simulated one-to-one negotiation called ＂New Car＂ was used to collect data.The four negotiating issues were financing,color,warranty,and delivery date.Financing and warranty were integrative issues and color was a compatible issue.Participants were 226 MBA students.They were randomly assigned to a buyer or seller role and then paired to negotiate.Negotiators prepared for 15 minutes based on the given material including their confidential information.Then they bargained for 30 minutes.

关 键 词：动机倾向 信息分享数量 信息分享质量 判断准确性 联合收益 

分 类 号：B842.1[哲学宗教—基础心理学]