群体关系与问责对信息共享意愿及谈判行为的影响研究

The Effect of Group Membership and Accountability on Willingness to Share Information and Negotiation Behaviors

本研究就国人的群体关系与问责对谈判者行为及信息共享意愿进行考察,试图探讨文化对谈判者的影响。通过对128名在校大学生的模拟谈判实验,发现谈判者在群內谈判比在群际谈判时有更高的信息共享意愿和更少的强硬行为,群体关系和问责对信息共享意愿及主观利益冲突有交互效应。具体而言,高度问责时,谈判者在群内谈判比群际谈判时有更多的信息共享意愿;低度问责时,谈判者在群內谈判比群际谈判时有更少的主观利益冲突。

This research intends to investigate the effect of group membership and accountability on willingness to share information and negotiation behaviors in terms of Chinese,and illustrate how situations play a key role in cultural impact on negctiators. Through simulated negotiation experiment with 128 college students as subjects,we found that negotiators with in-group members were more wining to share information than out-group members ,and negotiators with in-group members had less forcing behaviors than out-group members. There existed interactive effect of group membership and accountability on willingness to share information and perceived interest conflict. Specifically ,under high accountability situation, negotiators with in-group members were more willing to share it.formation than out-group members; Under low accountability, negotiators with in-group members had less perceived interest conflict than out-group members.