认知、动机、情感因素对谈判行为的影响

Negotiation Behavior:Empirical Evidence and Theoretical Issues in Cold and Hot Perspectives

谈判,指两方或多方就利益不同而进行的协商,是解决选择冲突最常见的方式之一。认知、动机及情感因素,影响谈判者的信息处理与判断推理过程。谈判中它们既可能导致决策偏差,也可能促进决策质量。长期以来着眼于认知过程的谈判研究在社会心理学中占主流地位。近年,动机与情感因素对谈判行为的影响受到越来越多的关注。从社会认知的冷(cold:认知)、热(hot:动机、情感)两个角度,系统解析相关研究近年来的进展与成果,可以为揭示认知、动机、情感间的互动如何影响谈判行为打下基础。

Negotiation - a discussion between two or more parties about differences of interest, is one of main procedures for dealing with opposing preferences and conflict. Cognitive, motivational and affective factors influence information processing, judgment and inference of negotiators. These factors may both bias or improve decision making in negotiation. The cognition perspective dominated within negotiation research of social psychology in last two decades although a growing number of social psychologists argued that ＂human behavior is better understood when cognition and motivation are considered together＂. As a basic step to further the understanding of the interplay of cognition and motivation in negotiation, this paper presented an overview of the recent literature of cognition and motivation （including affect） perspective on negotiation behavior.