本文選題：整合式談判　切入點：權(quán)力　出處：《四川師范大學(xué)》2017年碩士論文　論文類型：學(xué)位論文

【摘要】：談判,是用來解決各種沖突的一種十分普遍的手段。而成功的談判,應(yīng)當(dāng)是談判雙方達成一個“雙贏”的局面。盡管許多談判都存在整合性,即“雙贏”的可能,但是卻只有少數(shù)能夠成為整合式談判。權(quán)力作為影響談判的重要因素,對于整合式談判的影響是如何的呢?時間壓力會使談判者認知閉合需求變大,那么二者同時對整合式談判會造成怎樣的影響呢?本研究分為三個部分。研究一對權(quán)力進行了操作。目的:檢驗權(quán)力平等或者權(quán)力不等條件下的談判結(jié)果和談判行為。方法:采用2(權(quán)力水平:相等不相等)因素被試間實驗設(shè)計。結(jié)果:(1)權(quán)力是影響談判結(jié)果與行為的重要因素,當(dāng)雙方權(quán)力水平相等時,談判雙方會更容易達成協(xié)議,并且獲得較高的收益點數(shù),更容易達成雙贏;(2)權(quán)力水平對談判雙方的行為是有明顯的影響的。權(quán)力小的被試在談判中表現(xiàn)出更多的整合行為與積極響應(yīng)行為;(3)個體的行為與最終受益有關(guān),被試整合行為和積極響應(yīng)越多,個人的收益與對方的聯(lián)合收益點數(shù)就越高。相反其消極行為越多,個人收益點數(shù)以及與對方的聯(lián)合收益點數(shù)就越多少。研究二對時間壓力進行了操作。目的:檢驗不同時間壓力下的談判結(jié)果和談判行為。方法:采用2(時間壓力:大、小)因素被試間實驗設(shè)計。結(jié)果:(1)時間壓力也是影響談判結(jié)果與行為的重要因素,時間壓力越大,談判雙方達成的聯(lián)合收益點數(shù)越小;(2)時間壓力小組的被試表現(xiàn)出更多的分配行為和整合行為;時間壓力大組的被試則表現(xiàn)出更多的積極行為和消極行為。(3)具有親社會價值取向的被試的目標(biāo)得分顯著低于其他價值取向的被試。這一點與實驗一的結(jié)果相同。研究三在研究一和二的基礎(chǔ)上,操作不同的時間壓力水平和權(quán)力水平。目的:檢驗不同時間壓力下,擁有較大權(quán)力或擁有較小權(quán)力對談判結(jié)果和談判行為的影響,并通過與前兩個研究的比較進一步說明時間壓力和權(quán)力對個體的整合性談判所產(chǎn)生的不同影響。方法:采用2(時間壓力:大、小)×2(權(quán)力水平:大、小)的被試間實驗設(shè)計。結(jié)果:(1)權(quán)力和時間壓力會分別影響談判的結(jié)果,但時間壓力會改變權(quán)力對談判結(jié)果的影響。(2)當(dāng)時間壓力了較大時,權(quán)力小的被試反而更容易獲得對自己有利的結(jié)果。(3)時間壓力越大,被試的整合行為越少,而整合行為與個人收益和聯(lián)合收益都有關(guān)。綜合以上研究結(jié)果我們可以得出以下結(jié)論:(1)權(quán)力和時間壓力都能對談判的結(jié)果和行為產(chǎn)生影響,且二者存在交互作用;(2)時間壓力小的被試往往更容易獲得利于雙方談判的結(jié)果,不管權(quán)力大小,在談判中都應(yīng)該為自己爭取多一點的時間以獲得雙贏的局面;(3)談判中權(quán)力高的被試應(yīng)當(dāng)把握住自己的優(yōu)勢,盡量給足雙方談判時間,多給自己思考的機會,以獲得較高的收益;(4)談判中權(quán)力較低的個體則應(yīng)當(dāng)充分發(fā)揮自己的能動性,主動探索對自己有利的信息,增加對談判有利的積極行為和整合式行為,以獲得對自己更有利的收益。在時間緊迫的情況下,更加要積極主動,獲得更好的收益。
[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.

【學(xué)位授予單位】：四川師范大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2017
【分類號】：B842

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