长期权力感知对谈判结果的影响研究
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Research on the Influence of Longterm Power Sence on Negotiation Outcome
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    摘要:

    为了探究个人长期权力感知对谈判结果的影响及作用机制,丰富和创新现有的谈判理论,针对实验被试者设计并实施了一次多事项模拟谈判实验; 以实验测量所得的长期权力感知、首次报价、调节作用分别作为自变量、中介变量以及调节变量,探究长期权力感知对谈判结果的影响、首次报价所起到的中介作用以及调节定向的调节作用;结果显示长期权力感知与谈判收益之间具有正向相关关系,首次报价在过程中起到中介作用,但是调节定向的调节作用在其中却并不显著;基于以上研究,长期权力感知更强的谈判者会提出更高的首次报价,从而获取更好的谈判收益,调节定向的调节作用在以后的研究中有待进一步探究。

    Abstract:

    To research the effect and mechanism of personal longterm power sence on negotiation outcome, enrich and innovate existing negotiation theories, a multiissue negotiation was designed and implemented for the subjects. Taking longterm power sence, the first offer and regulatory focus as independent variable, intervening variable and moderating variable, this paper explores the influence of longterm power sence on negotiation outcome, the mediating is of the first offer and regulatory effect of regulatory focus. Main conclusions are: the longterm power sence has a significantly positive correlation with negotiation outcome, the first offer plays a mediating role in the influence of longterm power sence on negotiation outcome, but there is no significant regulatory effect of regulatory focus between longterm power sence and negotiation outcome. Based on above research, negotiator with higher longterm power sence will give a higher first offer, thus get better negotiation income. Regulatory effect of regulatory focus remains to be further explored in future research.

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闫〓威, 邓冬阳, 王〓旖, 杨梦茹.长期权力感知对谈判结果的影响研究[J].重庆工商大学学报(自然科学版),2018,35(2):106-114
YAN Wei, DENG Dongyang, WANG Yi, YANG Mengru. Research on the Influence of Longterm Power Sence on Negotiation Outcome[J]. Journal of Chongqing Technology and Business University(Natural Science Edition),2018,35(2):106-114

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  • 在线发布日期: 2018-03-28
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