非对称任务下社会动机对多边谈判行为和群体气氛的影响  

The Effects of Social Motivation on Asymmetrical Multilateral Negotiations

作　　者：孙贵梅[1] 郑全全[2] 金平[1] 

机构地区：[1]浙江工业职业技术学院 [2]浙江大学心理与行为科学系

出　　处：《社会心理科学》2013年第3期69-74,共6页Science of Social Psychology

摘　　要：研究的主要目的是探讨非对称任务下,少数谈判方和多数谈判方社会动机对谈判行为和群体气氛的影响。研究采用2×3实验设计,以联盟内外谈判者的社会动机为自变量,谈判行为和群体气氛为因变量进行实验室模拟谈判研究,谈判行为包括问题解决行为和决议阻止行为,结果表明:(1)多数方社会动机对谈判者问题解决行为影响显著;(2)少数方社会动机对谈判者的决议阻止行为影响显著;(3)少数方社会动机和多数方社会动机对群体气氛影响显著。One purpose of this study was to investi-gate how the negotiators＇ mixed social motivation af- fected the behaviors and group climate of multilateral negotiation under asymmetrical task structure. Majority social motivation, minority social motivation were de- signed as independent variables and negotiation be- haviors included problem-solving and decision block- ing, group climate were designed as dependent vari- ables in these 2 x 3 laboratory simulation experiments. The main conclusions of this study included：（1） Major- ity social motivation had significant effect on the prob- lem solving behaviors; （2） Minority social motivation had significant effect on the decision blocking behav- iors; （3） The effect was significant of majority social motivation and minority social motivation on group cli- mate.

关 键 词：非对称任务 社会动机 多边谈 

分 类 号：G424.31[文化科学—课程与教学论]