和谐动机与整合性谈判结果  

Dual Motives of Harmony and Negotiation Outcomes in an Integrative Negotiation

作　　者：张志学[1] 姚晶晶[1] 黄鸣鹏[1] 

机构地区：[1]北京大学光华管理学院,北京100871

出　　处：《心理学报》2013年第9期1026-1038,共13页Acta Psychologica Sinica

基　　金：国家自然科学基金杰出青年科学基金项目(70925002)

摘　　要：人们追求人际和谐的动机具有双重性,一方面是为了促进和谐,另一方面是为了避免破裂,两种动机驱使人们在面对冲突时采取不一样的应对策略。那么,谈判作为一种与冲突密不可分的情境,谈判者的和谐的动机将会对他们的谈判结果产生什么影响呢?本研究整合和谐动机和谈判两方面的文献,探讨了在整合性谈判中两种不同的和谐动机与谈判者的行为以及谈判结果之间的关系。研究结果表明,1)在个体层面上,谈判者的促进和谐动机与其个体收益以及对谈判双方关系的评价正相关,而避免破裂动机与其个体收益以及对谈判双方关系的评价负相关;2)在谈判对子层面上,谈判双方总体的促进和谐与谈判双方的联合收益正相关。本研究不仅进一步论证了和谐动机的概念效度,而且从理论上论证了和谐动机与谈判的关系,对于谈判者具有实践意义。Individuals may consider negotiation as either an interpersonal process with conflicts or an effective approach to resolve conflicts.How individuals consider negotiation and how they engage in the negotiation process are closely related to their internal motives,particularly,their harmony motives.Recent scholars have defined two kinds of harmony motives--harmony enhancement and disintegration avoidance.Individuals with the two kinds of harmony motives are found to resolve conflicts in different ways.The major purpose of this study was to examine the influences of the two harmony motives on negotiation outcomes.Negotiators with high harmony enhancement motive are likely to view their counterparts in a positive way and play a proactive role in initiating and facilitating information sharing with their negotiating partner.In contrast,negotiators with high disintegration avoidance motive consider harmony as a means to protect and obtain profits,thereby acting passively in sharing information with the negotiating partner.We predicted that negotiators＇ harmony enhancement motive would positively relate to both their economic gain and the assessment of the relationship between the negotiating parties;in contrary,negotiators＇ disintegration avoidance motive would negatively relate to the two negotiation outcomes.As an integrative negotiation consists of both integrative issues and distributive issues,we attempted to examine both individual gain at the individual level and the joint gain at the dyad level as the measures of economic gain.A simulated one-to-one negotiation was used to collect data,and 212 undergraduate students forming 106 negotiation dyads participated in the negotiation exercise.Four weeks before the negotiation,their harmony motives were measured.After the negotiation,participants were requested to fill out a questionnaire which measured the relationships between the negotiating parties.Data from both negotiating parties were used to create the variables at the dyadic level.The Actor-Partner Interde

关 键 词：整合性谈判 促进和谐 避免破裂 经济收益 关系评价 

分 类 号：B849[哲学宗教—应用心理学] C91[哲学宗教—心理学]