| 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。 |
| 关键词: 长期权力感知 调节定向 首次报价,中介作用 调节作用 |
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| Research on the Influence of Long term Power Sence on Negotiation Outcome |
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YAN Wei, DENG Dong yang, WANG Yi, YANG Meng ru
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| 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. |
| Key words: long term power sence regulatory focus first offer the mediating role regulatory effect |
