發(fā)布時(shí)間：2019-04-10 14:40

【摘要】：本文考察了在權(quán)力不均衡談判中,談判者的性格、文化價(jià)值觀和認(rèn)知特征對(duì)價(jià)值索取和價(jià)值創(chuàng)造的影響。本研究采用模擬談判的方法,首先驗(yàn)證了談判者的權(quán)力對(duì)價(jià)值索取的影響。進(jìn)而,研究發(fā)現(xiàn),弱勢(shì)方的外向性和現(xiàn)代性與其個(gè)體收益正相關(guān),弱勢(shì)方的心理覺知有助于提高小組的聯(lián)合收益;強(qiáng)權(quán)者的傳統(tǒng)性越高,其所在談判小組的聯(lián)合收益也越高。本文最后討論了研究的理論貢獻(xiàn)和實(shí)踐意義,并提出了未來的研究方向。
[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.
【作者單位】： 北京外國(guó)語(yǔ)大學(xué)國(guó)際商學(xué)院;上海財(cái)經(jīng)大學(xué)商學(xué)院;
【基金】：國(guó)家自然科學(xué)基金項(xiàng)目(71472016;71402052) 北京外國(guó)語(yǔ)大學(xué)青年創(chuàng)新團(tuán)隊(duì)項(xiàng)目(2015JT005)的階段性成果
【分類號(hào)】：C912.3

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