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| 不同权力谈判者的社会动机对谈判的影响 | |
| 引用本文： | 韦庆旺,郑全全,俞国良.不同权力谈判者的社会动机对谈判的影响[J].人类工效学,2011,17(3):14-17. |
| 作者姓名： | 韦庆旺 郑全全 俞国良 |
| 作者单位： | 1. 中国人民大学心理研究所,北京100872;浙江大学心理与行为科学系,杭州310028 2. 浙江大学心理与行为科学系,杭州,310028 3. 中国人民大学心理研究所,北京,100872 |
| 基金项目： | 国家自然科学基金，中国博士后科学基金 |
| 摘 要： | 采用工作面试的谈判任务,对166名大学生按同性别陌生人进行一对一的模拟谈判,考察不同权力谈判者(人事经理与应聘者)的社会动机对谈判双赢的影响.结果发现,人事经理单独具有亲社会动机时与谈判双方同时具有亲社会动机时其联合收益没有显著差异,但比双方社会动机控制组的联合收益更多.回归分析表明,谈判中权力大者的社会动机比权力小者的社会动机对谈判的整合结果影响更大,并且这种影响不依赖于谈判者抱负水平和积极情绪的作用. |
| 关 键 词： | 谈判 权力 社会动机 |
The Impact on Negotiation from Social Motives of Negotiators with Different Power |
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| WEI Qing-wang,ZHENG Quan-quan,YU Guo-liang.The Impact on Negotiation from Social Motives of Negotiators with Different Power[J].Chinese JOurnal of Ergonomics,2011,17(3):14-17. | |
| Authors: | WEI Qing-wang ZHENG Quan-quan YU Guo-liang |
| Affiliation: | WEI Qing-wang1,2,ZHENG Quan-quan2,YU Guo-liang1(1.Institute of Psychology,Renmin University of China,Beijing,100872,China,2.Department of Psychology and Behavior Science,ZhejiangUniversity,Hangzhou 310028,China) |
| Abstract: | Negotiation tasks of job interviews were conducted in a group of 166 college students,who were divided for one-to-one(of the same sex) simulated negotiation.These tasks aimed at investigating the influence of social motives of negotiators with different power(HR Managers and candidates) on a win-win negotiation.It has been found out that no marked differences on united benefits existed either with HR manager's individual pro-social motive or with both parties',while more united benefits were created in both... |
| Keywords: | negotiation power social motive |
| 本文献已被 CNKI 维普 万方数据 等数据库收录！ | |